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.
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
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