7 Elements of Successful Discovery Calls
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Transcript of 7 Elements of Successful Discovery Calls
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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
#SALESMACHINE17
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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