Article · short read

Effective strategies for successful sales discovery calls

Chris Orlob · Gong Labs Free Intermediate

Gives you numbers to aim at on your next call instead of vague advice: roughly 11 to 14 questions, spread through the call rather than front-loaded, covering three or four business problems. Drawn from 519,000 recorded B2B calls.

  • 11 to 14 targeted questions is the sweet spot on a discovery call; past that, success rates drop.
  • Based on over 519,000 recorded B2B sales calls.
  • Top reps spread questions across the whole call; average reps front-load them like a checklist.
  • Questions about the buyer's own problems and goals correlate with closing far more than generic ones.
Open on gong.io ↗

It answers 4 questions

  1. I have a call booked with a real prospect tomorrow. What do I do on it?
  2. How do I know if a deal is real or if I am being strung along?
  3. What does Gong's call data actually say top sellers do differently in discovery?
  4. What separates the top ten percent of AEs from everyone else?

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