If there’s one moment that sets the tone for your relationship with a prospect, it’s the discovery call.

Why? It’s usually going to be your first extended conversation with a potential customer. It’s your first impression as an organization and first impressions matter. Having your talk track down and your product knowledge on point are key to discovery call success, but there are dozens of other factors that impact your discovery call success rate. Controlling as many of those variables as possible is how top performers consistently outperform the rest of the sales organization. So what’s their secret?

SalesLoft partnered with Gong.io to answer that question. Gong analyzed over half a million discovery calls to uncover the secrets of top performers and make them accessible to everyone. We’ve assembled the most important takeaways in the following infographic: