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Amit Bendov

CEO, Gong.io @Gong_io

7 Elements of Successful Discovery CallsBased on 519,291 Sales Calls

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Amit BendovCEO, Gong.io

7 Elements of Successful Discovery Calls

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1. RecordedRecorded and speaker-

separated on the Gong.io

conversation intelligence

platform

2. Transcribed Cleaned and transcribed

from speech to text

3. Analyzedwith unsupervised machine

learning algorithms

First, a bit about the data 519,291 discovery call recordings…

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The analysis identified things like…

• Types of questions salespeople ask

• Frequency of questions

• Talking vs. listening ratios

• Topics discussed

• Language patterns

• Filler words

• Dozens of other sales behaviors that

correlate with success (and failure)

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1. Number of QuestionsHow often the top 20% ask questions in discovery calls

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Takeaway:

Ask More Targeted Questions

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2. Question FlowHow the top 20% ask questions differently than the other 80%

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Make it a conversation, not an interrogation.

Don’t just “check the boxes.”

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3. Talk / Listen RatioHow top, mid, and low performers compare

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You’re probably talking

more than you think.

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4. Back and Forth EngagementThe verbal ping pong match

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Make your conversations feel

like a ping pong match.

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5. Call Flow of Effective Discovery

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Why 3-4 business issues?

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6. How long should discovery calls be?

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7. Bonus: Best Time to Schedule Disco Calls

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For new sales data every week:

gong.io/blog

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Amit Bendov

@Gong_io

www.gong.io