gong- discovery call cheat sheetpages.gong.io/wp-content/uploads/the-remote-sales-bundle.pdf ·...
TRANSCRIPT
We analyzed over 519,000 discovery call recordings with AI and uncovered the
following patterns and trends behind the most successful
discovery calls.
Questions to Ask
Question Flow
Talk/Listen Ratio46% Talk / 54% Listen
11-14
Problems to Cover
Speaker Switches
3-4
Top Performers
Call Duration Call Duration
Average Reps
You have the greatest shot at nailing your discovery call when you ask between 11-14 (targeted) questions.
The talk-to-listen ratio of winning discovery calls is 46/54. The best calls are a natural, balanced, two-way conversation with your customer (rather than an interrogation).
Exploring 3-4 customer problems correlates with the highest likelihood closing the deal.
A high number of speaker switches per minute and your odds of closing the deal have a strong connection.
pages.gong.io/discovery-calls-in-sales-reportCheck out the free report for even more insights
Don’t “front-load” your questions at the beginning of the call. Spread them out through the duration. Make it a dialogue.
3.2/min
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We analyzed 24,077 competitive deals
with AI and uncovered the
following patterns and trends.
Understand Your Market
Focus on One Key Issue
Timing in New Markets
Key Topics
Competitor conversations happen most often early in mature markets, but late in new markets. Prepare yourself accordingly.
In new markets, discussing competitors is bad for win rates in every stage except for the very beginning of the sales cycle.
In mature markets, discussing competitors is bad for win rates in every stage except for the middle of the sales cycle.
Competitive deals are won by Positioning early on. Top sellers spend 58% more time on sales calls positioning than their peers.
gong.io/blogCheck out more research and insights at:
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Stage 1
Com
peti
tor
Con
vers
atio
ns
Stage 2 Stage 3 Stage 4 Stage 5 Stage6
New Markets
Mature Markets
Salesperson
Prospect
Hot Button Issue Hot Button Issue Hot Button Issue Hot Button Issue Hot Button Issue Hot Button Issue
Competitor Mention
Top sellers identify one thing their buyer values in their product over the competition and return to it.
MarketingInfluenced
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5 Stage6
Opportunityto Win
Timing in Mature Markets
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5 Stage6
Opportunityto Win
UnsuccessfulSales Reps
SuccessfulSales Reps
Portion of Call Spent Discussing Positioning Topics (%)
0 3 6 9
58%more