Tracking · Lead Scoring & Qualification

Score a Discovery Call for Sales Readiness

Grade a discovery call transcript on whether the prospect is ready to advance to proposal — and what's missing if not.

repmanagerBeginner⏱ 25 minutes per call review
When to use
Use immediately after a discovery call when you're tempted to send a proposal but want a sanity check. Especially helpful for newer reps and for deals where the prospect is pushing for pricing fast. Pair with your call recording tool's transcript export.
The prompt
You are a sales enablement leader who has reviewed thousands of agency discovery calls and can tell within 5 minutes whether a deal is proposal-ready or needs a second call.
Agency: [AGENCY_NAME] — [SERVICES] | Rep: [REP_NAME] | Prospect: [PROSPECT] | Discovery call transcript: [TRANSCRIPT] | Sales motion: [SALES_MOTION e.g. 2-call close]
Score this discovery call 0-100 for sales readiness and decide if the next step should be a proposal or a second discovery call.

- Score 5 dimensions 0-20: Pain Clarity, Budget Confirmed, Authority Mapped, Timeline Stated, Success Criteria Defined
- 75+ proceed to proposal, 50-74 second discovery call, under 50 disqualify or long-term nurture
- Quote the EXACT prospect line as evidence for each score — if no line exists, mark "Not surfaced" and score 0
- Do not credit the rep for asking a question if the prospect didn't answer substantively
- End with the single highest-leverage question the rep should ask next
Scorecard table: Dimension | Score /20 | Prospect Quote (verbatim) | Gap. Then Total /100, Decision, and Next Question.
Variables
  • [AGENCY_NAME] — Your agency
  • [SERVICES] — Services sold
  • [REP_NAME] — Rep who ran the call
  • [PROSPECT] — Prospect company and contact
  • [TRANSCRIPT] — Full or excerpted call transcript
  • [SALES_MOTION] — Your standard close motion (1-call, 2-call, RFP, etc.)
Example input
Agency: Helix Performance — paid media for ecom | Rep: Dana | Prospect: BrightLeaf Coffee (Sarah, Director Growth) | Transcript: [paste 30-min call] | Motion: 2-call close
Example output
| Dimension | Score | Prospect Quote | Gap |
|---|---|---|---|
| Pain Clarity | 18 | "Our CAC has crept from $32 to $51 in six months" | None |
| Budget Confirmed | 8 | "We have flexibility but I'd need to check" | No number |
| Authority Mapped | 10 | "Mike, our CFO, would need to sign off" | EB not engaged |
| Timeline | 14 | "Ideally live before holiday season" | No drop-dead date |
| Success Criteria | 16 | "Get CAC back under $35 in 90 days" | Confirm measurement |

Total: 66 / 100 — SECOND DISCOVERY CALL
Next Question: "Sarah, before we build a proposal, can we get Mike on a 20-min call so the CAC numbers don't get re-litigated in approval?"
Pro tips
  • Paste the raw Gong/Fathom transcript — verbatim quotes make the score defensible to the rep
  • Run on your own calls weekly to spot patterns in what you skip
  • Use the decision threshold to enforce a 'no proposal under 75' rule on your team
Works with
ClaudeChatGPTGemini
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