What it tests

Discovery call execution, ability to absorb real-time coaching, and behavioral adaptability under observation

Format

1Candidate runs a live discovery call pitching Gong's product — interviewer plays a prospective customer (often a VP of Sales persona)
2Hiring manager and Director of Sales observe and take notes without interrupting
3After the call, candidate receives specific, detailed feedback on what landed and what missed
4Candidate immediately runs a second discovery call incorporating the feedback — same scenario, different objections

What to look for

Do they ask layered discovery questions or lead with features in the first 5 minutes?
Can they handle objections with curiosity rather than defense?
Between run 1 and run 2 — do they actually integrate the feedback, or just nod and repeat the same patterns?
Do they control the call's pace and agenda, or let the 'prospect' steer the conversation into the weeds?

Adaptation guide

Use your own product as the subject of the discovery call. Provide candidates with a one-page product brief 24 hours before — the test is discovery skill, not product memorization.

Full description

Format:

Candidate runs a live discovery call pitching the company's product — interviewer plays a prospective customer (often a VP of Sales persona)
Hiring manager and a senior sales leader observe and take notes without interrupting
After the call, candidate receives specific, detailed feedback on what landed and what missed
Candidate immediately runs a second discovery call incorporating the feedback — same scenario, different objections

Time: 60 minutes

What to look for:

Do they ask layered discovery questions or lead with features in the first 5 minutes?
Can they handle objections with curiosity rather than defense?
Between run 1 and run 2 — do they actually integrate the feedback, or just nod and repeat the same patterns?
Do they control the call's pace and agenda, or let the "prospect" steer the conversation into the weeds?

Adaptation: Use your own product as the subject of the discovery call. Provide candidates with a one-page product brief 24 hours before — the test is discovery skill, not product memorization.