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.

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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