What Are You Asking During Your Discovery Calls?

BY Jessica Helinski
Featured image for “What Are You Asking During Your Discovery Calls?”

You must ask questions during “discovery calls” to be successful as a sales rep, according to a study by Gong​.io. In a recent post, SalesLoft reports on these findings and illustrates key points in an insightful infographic. The study included over half a million discovery calls, in which reps spoke with a prospect prior to the first meeting for qualification purposes. The results are pretty clear: Questions matter!

Below are a few key insights:

  • Seek moderation. The study found that success rates increased with the number of questions reps ask. But, there IS a limit: Reps achieved the highest success rate (74%) when asking 11 to 14 questions during the call.
  • Spread them out. The study found that average-​performing reps tend to ask the most questions at the beginning of calls. Instead, sprinkle them in throughout the entire conversation, and make sure they are relevant to the current discussion.
  • Focus on quality. Don’t just hammer out questions to reach the sweet-​spot quantity of 11 to 14. Quality does matter, so strive to keep the conversation engaging and the talking points varied. Top-​performing reps cover approximately 10 topics during the discovery call. Comparatively, average performers discuss about six.
  • Uncover problems. The discovery call is the time to learn about what problem(s) the prospect is having, so make it your mission to seek them out. The results show that a rep’s success rate reaches 85% when he or she discusses four problems. The rate drops to 69% when reps only talk about two problems.

These are just a handful of findings reported by SalesLoft. Check out the entire infographic, and the Gong​.io report, to learn even more ways to make your discovery calls stellar!

Jessica Helinski Avatar

Jessica Helinski 

Director of Research

Jessica Helinski, Director of Research, manages the research department at SalesFuel. She also reports on sales tips and credibility for SalesFuel. Jess has worked as a reporter for the celebrity magazine Us Weekly and as a copy editor at JPMorgan Chase & Co. She holds a B.S. from the E.W. Scripps School of Journalism at Ohio University and majored in magazine journalism.

Fact Checked & Editorial Guidelines 

Our Fact Checking Process

We prioritize accuracy and integrity in our content. Here's how we maintain high standards:

  1. Expert Review: All articles are reviewed by subject matter experts.
  2. Source Validation: Information is backed by credible, up-​to-​date sources.
  3. Transparency: We clearly cite references and disclose potential conflicts.
Reviewed by: Subject Matter Experts 

Our Review Board

Our content is carefully reviewed by experienced professionals to ensure accuracy and relevance.

  • Qualified Experts: Each article is assessed by specialists with field-​specific knowledge.
  • Up-​to-​date Insights: We incorporate the latest research, trends, and standards.
  • Commitment to Quality: Reviewers ensure clarity, correctness, and completeness.

Look for the expert-​reviewed label to read content you can trust.

Share: