The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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 a