The Optimal Length for Your First Sales Call | Gong Labs

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Every place a page here uses this source, in the order the words come in it.

1. You’re 12% more likely to get a prospect to show up to your first meeting if you send a 30-minute calendar slot rather than a 60-minute one. “It’s also harder for an SDR to “sell” a 60-minute meeting compared to a 30-minute one.” Some may argue that 60 minutes is required for complex sales. You could also argue it gets the conversation out of a scripted sales call and into more of a deep exchange.

   In Meeting booking and confirmation

2. So among this pool of calls with various lengths, which duration is optimal for securing the next step and eventually closing the deal? “There was no statistically significant correlation between the duration of the first call of an opportunity and the likelihood of getting a second meeting.” However, just because there’s no correlation between call length, and securing the next step doesn’t mean the length of our calls doesn’t affect our sales.

   In Meeting booking rates

3. You’re 12% more likely to get a prospect to show up to your first meeting if you send a 30-minute calendar slot rather than a 60-minute one. “We have no way of knowing how many first meetings are left on the table due to that.” Some may argue that 60 minutes is required for complex sales. You could also argue it gets the conversation out of a scripted sales call and into more of a deep exchange.

   In Meeting booking rates

4. So among this pool of calls with various lengths, which duration is optimal for securing the next step and eventually closing the deal? “There was no statistically significant correlation between the duration of the first call of an opportunity and the likelihood of getting a second meeting.” However, just because there’s no correlation between call length, and securing the next step doesn’t mean the length of our calls doesn’t affect our sales.

   In Meeting duration and format selection

5. Implementing Findings: Recommendations for Effective Sales Calls “You’re 12% more likely to get a prospect to show up to your first meeting if you send a 30-minute calendar slot rather than a 60-minute one.” It’s also harder for an SDR to “sell” a 60-minute meeting compared to a 30-minute one. We have no way of knowing how many first meetings are left on the table due to that.

   In Meeting duration and format selection

6. There was no statistically significant correlation between the duration of the first call of an opportunity and the likelihood of getting a second meeting. “However, just because there’s no correlation between call length, and securing the next step doesn’t mean the length of our calls doesn’t affect our sales.” Getting the next step when a prospect shows up to the first meeting is one thing.

   In Meeting duration and format selection

7. Implementing Findings: Recommendations for Effective Sales Calls “You’re 12% more likely to get a prospect to show up to your first meeting if you send a 30-minute calendar slot rather than a 60-minute one.” It’s also harder for an SDR to “sell” a 60-minute meeting compared to a 30-minute one. We have no way of knowing how many first meetings are left on the table due to that.

   In Meeting show rates

8. Implementing Findings: Recommendations for Effective Sales Calls “You’re 12% more likely to get a prospect to show up to your first meeting if you send a 30-minute calendar slot rather than a 60-minute one.” It’s also harder for an SDR to “sell” a 60-minute meeting compared to a 30-minute one. We have no way of knowing how many first meetings are left on the table due to that.

   In No-show reduction