Discovery call with Acme Corp
Overall Score
Solid start
Summary
Strong discovery call with good rapport building and effective questions. The rep uncovered a clear pain point around call visibility but missed opportunities to advance toward specific next steps.
Key moments
Click any moment to jump to that part of the transcript
Clear agenda set at start of call
“I wanted to walk through your current sales process and see where we might be able to help.”
Great follow-up question digging into specifics
“Can you tell me more about what specifically is challenging?”
Prospect mentioned approved budget but rep did not acknowledge or act on it
“We actually got budget approved last quarter for this kind of tool.”
Try: When you hear budget is approved, acknowledge it and ask about timeline: 'Great to hear! When are you looking to have something in place?'
Next steps were vague — no specific date or time committed
“Let me send over some information and we can touch base next week.”
Try: Try: 'Can we lock in Tuesday at 2pm to review the proposal together?'
Transcript preview
First minute of the call
Hi, thanks for taking the time to chat today. I wanted to walk through your current sales process and see where we might be able to help.
Thanks for reaching out. We've been looking at tools to help our team. Currently we're using spreadsheets and it's becoming a nightmare.
I hear that a lot. Can you tell me more about what specifically is challenging with the spreadsheet approach?
Well, the main issue is visibility. I have no idea what my reps are actually saying on calls. We had a deal fall through last month and I only found out it was because the rep never addressed a key objection about implementation timeline.
... transcript continues ...
Call metrics
Top strengths
- Strong opening that established clear purpose for the call
- Effective discovery questions that uncovered the real pain point (lack of call visibility)
- Good rapport building and active listening throughout
Top improvements
- Reduce talk time — aim for 40-45% instead of 58%
- When prospect mentions budget approval, treat it as a buying signal and advance the conversation
- Secure specific next steps with date and time before ending the call
For your next call...
Focus on converting interest into commitment. You did an excellent job uncovering pain and building rapport. For your next call, practice the transition from discovery to close. When you hear a buying signal like budget approval, pause and ask about timeline. End every call with a specific calendar invite, not a vague follow-up.
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