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Gong Labs

2 resources from Gong Labs we point founders to, and the questions each answers.

📄 Article

✓ Link checked Free Intermediate

This is the data behind if you talk less than the customer, you're doing it right. Gong analyzed hundreds of thousands of real sales calls and found that reps who talk less and ask fewer, better questions close more. It gives you a concrete number to aim for instead of a vague feeling.

Mastering the talk-to-listen ratio in sales calls

From Gong Labs by Gong Labs ~10 min read

Winning calls average roughly 40 to 46 percent talk time for the seller, the rest is the customer talking.
Long uninterrupted monologues from the seller correlate with lost deals.
Fewer, more targeted questions beat a long list of generic ones.

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Answers How do I run a sales call without sounding like a pushy salesperson?

📄 Article

✓ Link checked Free Intermediate

Gong analyzed over 67,000 recorded sales demos and found the actual, measurable habits of the ones that closed, not opinion. The most useful finding for a technical founder: the best demos open with a two-minute contextual overview before touching the product, then deliver value in short sprints under 76 seconds instead of one long walkthrough. If you want data instead of intuition to justify shortening your demo, this is it.

Effective strategies for conducting successful sales demos

From Gong Labs

A short scene-setting overview before the product beats jumping straight into the screen
Short bursts of showing, broken up by dialogue, outperform one long uninterrupted pitch
Successful demos front-load the prospect's top priority instead of saving it for last

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Answers When my product is technical and I am selling to non-technical buyers, how do I demo it without confusing them?

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