What is the significance of top performers making more conversation switches on calls and presentations?

171 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers

According to recent research, top sales performers are proving that sometimes slow and steady wins the race. While some might assume that successful sales calls are all about speed, the data shows that taking a more measured approach can actually lead to better results.

One key factor that sets top performers apart is their speaking pace. The research found that while the rest of the team speaks at an average of around 182 words per minute, top performers take a more deliberate approach and speak at an average of about 171 words per minute. This slower pace allows them to better connect with prospects and engage in more meaningful conversations.

In addition to their pace, top performers also stand out for the amount of time they spend in discovery and presentation meetings. These sales calls are crucial for building relationships and closing deals, and top performers know that taking the time to truly understand a prospect’s needs can make all the difference. In fact, their discovery calls are 76% longer than those of average performers, and their presentation meetings are 55% longer.

But it’s not just about time – top performers also know how to make the most of every moment. They make 54% more conversation switches on calls and 78% more conversation switches in presentations, showing their ability to actively listen and respond to the needs of the prospect.

While it might seem counterintuitive, taking a slower and more deliberate approach can lead to better results in sales. By focusing on building relationships and truly understanding the needs of prospects, top performers are setting themselves up for long-term success.

So if you’re looking to improve your sales performance, take a cue from the top performers and slow down. By taking the time to truly listen and connect with prospects, you just might find that you’re able to close more deals and build more meaningful relationships in the process.

More 2022 Stats

77% of respondents said that their company provides at least a quarter of their leads

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

64% of sales professionals who cross-sell say email follow-up is the most effective cross-selling strategy.

Top Performers’ Discovery Calls 76% Longer and Presentation Meetings 55% Longer than Average Performers

50% of buyers say working remotely has made buying easier.

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

60% of customers say no four times before saying yes.

Top Performers Have 63% Less Focus on Product Features

2% is the average success rate for cold calling

Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales.

More Remote B2B Sales Stats

Customer referrals account for 54% of all B2B leads.

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals

66% of teams were satisfied with the results that they are getting from using custom-recorded video in their sales processes.

B2B customers use 10 different channels during their decision-making process

49% of teams are using video as part of their sales process.

A study by Skaled revealed that sales reps using virtual presentation tools increased their close rates by 28%

Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.

76% of salespeople consider sales technology critical to closing deals

7% of companies respond within five minutes of a prospect’s form submission while 50% don’t even respond until five business days later

73% of B2B executives agree that customers expect more personalization than they did a few years ago.

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