Analyze · Call-Transcript & Objection-Pattern Analysis

Analyze Discovery Calls for Missed Questions

Find the qualifying questions your reps should have asked but didn't, based on your own discovery framework.

managerIntermediate⏱ 1-2 hours per call audit
When to use
Run this when proposals keep coming back with surprise objections — usually a symptom of weak discovery. Useful for sales managers auditing rep discovery quality without sitting through every call. Also helpful before refining your discovery script.
The prompt
You are a sales analyst trained to audit agency discovery calls against a defined qualification framework. You only flag gaps that are actually missing — not just unclear.
Agency: [AGENCY_NAME] — [SERVICES]
Deal context: [DEAL_CONTEXT]
Rep: [REP_NAME]
Our required discovery questions (must-ask, by category):
[DISCOVERY_FRAMEWORK]
Transcript:
[CALL_TRANSCRIPT]
Score the rep's discovery against the framework. For each required question: was it asked (yes/no/partial), what was the prospect's answer (quoted), and what gap does it leave for the proposal stage. End with the top 3 questions that should have been asked but weren't.

- Quote exact lines as evidence — no paraphrase as fact
- Mark a question "partial" only if rep asked something adjacent — quote what they asked instead
- Do not invent prospect answers — if not stated, mark UNKNOWN
- Tag prospect emotion only when explicit
- Score the discovery, not the rep's personality
Table: Framework Question | Asked? | Prospect Answer (quote or UNKNOWN) | Gap Created
Then: "Top 3 missed questions" with the exact phrasing the rep should use next time.
Variables
  • [AGENCY_NAME] — Your agency name
  • [SERVICES] — What you sell
  • [DEAL_CONTEXT] — Prospect + deal size + what's being pitched
  • [REP_NAME] — Rep on the call
  • [DISCOVERY_FRAMEWORK] — Your required discovery questions (BANT, MEDDIC, or custom)
  • [CALL_TRANSCRIPT] — Full discovery call transcript
Example input
Agency: NorthLoop — SEO + paid retainers
Deal: Rivermark HVAC, ~$3M rev, exploring $5-10k/mo
Rep: Maya
Framework: (1) Current marketing spend & channels (2) Last 2 vendors + why churned (3) Decision process & timeline (4) Definition of success in 90 days (5) Internal capacity for content/landing pages
Transcript: [600 lines]
Example output
| Framework Question | Asked? | Prospect Answer | Gap |
|---|---|---|---|
| Current spend & channels | YES | "about $4k/mo split between Yelp ads and a freelance SEO guy" | none |
| Last 2 vendors + why churned | PARTIAL | rep asked "how's the current SEO working?" — got "meh" — never probed previous vendor | Don't know what specifically caused churn → can't preempt it in proposal |
| Decision process & timeline | NO | UNKNOWN | Won't know if Janet (partner) needs to sign — already a stalled-deal risk |
| Definition of success in 90 days | NO | UNKNOWN | Proposal will set arbitrary KPIs prospect didn't validate |
| Content/landing page capacity | YES | "we have no one internal — that's why we're calling" | none |

Top 3 missed: (1) "Walk me through your last agency relationship — what worked, what didn't, why it ended?" (2) "Besides you, who else has to say yes for this to move forward?" (3) "If we're sitting here 90 days from now and you're thrilled, what specifically happened?"
Pro tips
  • Encode your discovery framework ONCE and reuse it across every rep's calls for consistent scoring
  • Run this on a rep's last 5 calls to spot habits — one missed question is a fluke, five is a coaching topic
  • Pair with the Optimize-stage rep coaching prompt for the actual coaching conversation
Works with
ClaudeChatGPTGemini
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