Sales Hacker & Gong.io Webinar: The Anatomy of a Winning Sales Demo Panel: Peter Cohan - Principal at The Second Derivative Amit Bendov - CEO at Gong Richard Harris - Director of Sales Training & Consulting Services at Sales Hacker What You'll Learn: - The four "Acts" of deal-closing demos, and actionable insights to implement each one - How long the most successful demo calls last (compared to unsuccessful demos) - Why the "talk-to-listen ratio" for successful and unsuccessful demos is the same (but arrived at very differently) - Why winning demos slowly evolve from "pitch" to "dialogue," and how to make that happen Visit SalesHacker.com for more actionable and educational sales content.

2. The Anatomy of Winning Sales Presentations
Based on the analysis of 67,149 web presentation recordings

3. First, about the data
- 67,149 demo recordings
- 3M minutes of sales presentations
- Speaker-separated, transcribed
- Analyzed with AI
- Behavior/outcome
- Result: Patterns of winning sales presentations

4. Duration

5. 36m
37m
47m

6. Talking vs. Listening

7. 65%
Average “talk time”

8. We didn’t find a single demo that lead to a
closed deal that involved more than 76s
of uninterrupted pitching

9. Successful demos tend to
follow four “Acts”
Here’s Act I…

13. “Speaker switches” per minute
increases by 36% during the
second half of successful demos.

16. “Next Steps”

17. Successful Demos Unsuccessful Demos

18. THANK YOU!
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