The 7 Elements of
HIGHLY PERSUASIVE
SALES DEMOS
1.
We analyzed almost 70,000
recorded sales demos with AI
and uncovered the following
patterns and trends.
Best Time to Schedule
3.
No Show Rate
Prospects are far more likely to show up if you
schedule the call between 3pm and 5pm and book a
30 minute slot instead of 60.
2.
Highest No-Show Rates
45
Lowest No-Show Rates
30
15
0
8am
9am
10am
11am
12pm
1pm
2pm
3pm
4pm
5pm
6pm
Right Topic, Right Time
Topic 1
Demo’s should match what was discussed in
discovery, with the first point being what you
discussed most in-depth during discovery, followed
by the next, etc.
Structure Your Call
Topic 1
Topic 3
Topic 2
Topics
covered
in discovery
Topics
covered
on demo
Topic 2
Topic 3
Salesperson
Contextual Overview
Successful reps approach
their demos with a plan and
predefined structure in mind.
Upside Down Demonstration
Q&A
The Wrap Up
Prospect
4.
5.
6.
Say Less, Close More
The Winning Talk/Listen Ratio
Contrary to discovery calls, where the winning
“talk-to-listen ratio” is 46:54, the winning talk-tolisten ratio for a successful demo call is 65:35.
Top Reps
Talk
Average Reps
Talk
Bottom Reps
Talk
The 9 Minute Rule
Successful sellers save pricing discussions for
the end of the call, after they've already
established value.
68%
32%
72%
Listen
28%
Listen
11.4
minutes
presenting
Intro Meetings That
Lead to a Closed Deal
minutes
presenting
Intro Meetings That
Lead to a Lost Deal
Pricing Discussions
Successful Demos
Unsuccessful Demos
Call Duration
Don’t Forget Next Steps
Successful reps spend 12.7% more time (four
minutes) scheduling next steps than their
unsuccessful peers.
Listen
9.1
0 Min
7.
54%
Spend Single Digit Minutes (9 or Less) Presenting
Our brains have a built-in stopwatch. Break your
sales presentation into 9-minute chapters,
including transitions with other speakers, opening
the conversation, or sharing a different medium.
Save Pricing for the End
46%
38-46 Min
60 Min
% of Call Spent Discussing next Steps
0
Successful
Demos
3
Marketing
Influenced
Unsuccessful
Demos
Follow For More Data-Backed Sales Insights
Follow Gong on LinkedIn to get the latest game-changing sales tips and close more deals.
https://www.linkedin.com/company/gong-io/
6
9