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14 1 Million B2B Customer Conversations Studied: Here Are The Results

Name: 14 1 Million B2B Customer Conversations Studied: Here Are The Results
Uploaded: 2023-08-18T20:58:36+00:00
Duration: 30 s
Channel: Bob London
Description: Bob London breaks down a Gong study of one million B2B sales calls. Top performers speak less than 50% of the time. Low performers talk 75% of the time…

18 Aug 2023 · 1 min

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Bob London breaks down a Gong study of one million B2B sales calls. Top performers speak less than 50% of the time. Low performers talk 75% of the time. The difference: listening to what actually matters to the customer.

There was another study by a company called Gong, and they studied 1 million conversations and they correlated with the performance of the sales representative or account manager who's having those conversations. So they found that the top performing reps talk less than half the time. So they're listening more than half the time. And the bottom performing reps talk three quarters of the time. So I think we have this tendency to think as like salespeople are good talkers. Guess what? Great salespeople are good at talking about what's important to the customer because they listen. That shows that there is some correlation and maybe causality between how much we listen and our ability to serve the customer.