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Discovery Call Benchmark ReportAuthor: A collaboration between: SalesLoft & GongPosted: June 22nd, 2017Download |
Overview
Discovery calls are among the most important touch points in a company’s sales cycle. They are often the first prolonged conversations a sales rep has with their prospect and these calls can set the tone for all the interactions to follow. A positive discovery call can start the relationship on a great note, while a negative one can leave you scrambling for the next few months. Discovering what sets a great discovery call apart from the rest is therefore an urgent question to be answered.
In this report, SalesLoft & Gong uncovered a number of important insights that separate the discovery calls of top performers from those of their peers:
- Ask More Questions
The more questions you ask, the higher your chances of success. Top performers ask between 11 and 14 questions per call. - Have a Consistent Question Flow
Be consistent in your timing and frequency of questions. Don’t ask all your questions up front and be sure to allow time for prospects to respond. - Listen More Than You Talk
Salespeople are still talking more than they listen. Top performers have a talk/listen ratio of 46:54 during discovery calls. - Address Multiple Problems
Don’t just focus on one business problem you can solve. Top performers cover four distinct problems during discovery calls. - Schedule Early in the Week and Late in the Day
Mondays are the ideal day for discovery calls with the ideal time lies between 3pm and 5pm.
Categories
Frontline Reps, Phone Sales, Sales Research, Sales Tips, Sales Training
Keywords
Discovery Call, Top Performers, Techniques, Sales Skills, Qualifying, Research, Telemarketing, References, Studies, Tricks, Guidelines, Information, Effectiveness, Time Investment
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