Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

One Metric Separates Top vs. Bottom Performing Sellers

26 Jun 2025 · 1 min

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Brian LaManna breaks down Gong Labs data from over a million calls: top sellers speak 46% of the time while bottom performers talk 72%. The difference comes down to asking better questions, listening actively, and knowing when to pause.

Questions this video answers

June 26, 2025

72% of calls

46% of calls

Over a million interactions and over 100,000 deals analyzed

Chapters

This took me three years in sales to learn, and I'm going to teach it to you in under a minute. See Bottom Reps they talk 72% of calls. Top reps they talk 46% of calls. This data is courtesy of Gong Labs, our proprietary data set. With over a million interactions and over 100,000 deals analyzed, it's almost like we have two ears and one mouth for a reason. So here are three steps to improve your talk ratio. Number one ask well researched, thoughtful questions that invoke long customer answ. Number two Deploy active listening. And three have good patience and good tempo. Would love to hear any ways you've learned to listen more and talk less in the comments below.