TSE 1361: Three Things We Learned Analyzing Over 1 Million B2B Sales Calls

Getting to know Shruti Kapoor 

Today’s guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall analytics to sales leaders and sales teams. She started her career in finance a decade ago as an investment banker and from there, went on to build the business she has today.

Analyzing B2B sales calls

• Since the pandemic, Shruti has learned three things: First, there is a big dip in call volume since March but the number is slowly going up. Second, some businesses froze for a time but it's slowly going back. People have other reasons for not buying and it’s not just due to budget.  Third, people love to talk about their kids so salespeople need to incorporate that into their discussions. 
• During March, phone calls dropped to almost half. There is also a significant dip in the types of phone calls. 
• Sales cycles are much longer with many more touch points due to the pandemic and people being remote. 
• With the changes in call volumes, sales reps must look for other avenues. Shruti’s team uses voice calls and voice messages for their outreach. 
• Salespeople today are curious whether it’s okay to talk about the pandemic, working from home, internet issues, and other topics, with their clients/prospects during a call. 
• People are struggling with their budgets. Sales reps must listen to how their prospects are speaking of budget during the conversation. 
• A sales rep can ask their prospect/client about the decision makers involved in the process early on. It is better to have someone from the finance team involved in the conversation. 
• Sales reps need to develop more empathy as they talk to clients.  People seem to be more open about sharing their struggles and salespeople need to be able to navigate sensitive topics. 

“3 Things We Learned Analyzing More Than 1 Million B2B Sales Calls” episode resources 

Connect with Shruti Kapoor via her LinkedIn account. 

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This episode is also partly brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com