In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation. You’ll learn: - Why politeness matters in cold calls and how it prevents hang-ups and hostility - The two components of politeness: niceties (...
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In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation. You’ll learn: - Why politeness matters in cold calls and how it prevents hang-ups and hostility - The two components of politeness: niceties (...
B2B Revenue Acceleration - The Science Behind Successful Sales Calls
Tech Sales is for Hustlers
27 minutes
10 months ago
B2B Revenue Acceleration - The Science Behind Successful Sales Calls
What if the key to boosting your sales success lies not in what you say, but in how you say it? In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls. Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights into how the nuances of voice can enhance prospecting outcom...
Tech Sales is for Hustlers
In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation. You’ll learn: - Why politeness matters in cold calls and how it prevents hang-ups and hostility - The two components of politeness: niceties (...
