Article · 7 min read

How to win competitive sales deals

Chris Orlob · Gong Labs Free Intermediate

Call transcript data showing that competitors surfacing early raise your win odds while competitors surfacing late lower them. A precise, testable explanation for a win rate drop.

  • Deals where competitors come up during prospecting, discovery, and early demos close 49 percent more often than greenfield deals.
  • The same competitor talk arriving late in the cycle drops win rates slightly below greenfield.
  • Late-stage competitive deals also close smaller, the signature of discounting after losing control of the buying criteria.
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It answers 2 questions

  1. Our win rate dropped this quarter. How do I work out why rather than just guessing?
  2. What do elite revenue teams do in the last three weeks of a quarter that ordinary teams do not?

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