A New Metric for Discovery Call Effectiveness? - Great Demo! and Doing Discovery
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A New Metric for Discovery Call Effectiveness?

By / / Doing Discovery

Reviewing Discovery Calls with AI Summaries

A simple yet illuminating assessment!

A quick assessment of noun-verb pairs or the first few words in each summary section can be very enlightening:

  • The more summary sections that describe the prospect’s situation, the better the call.
  • The more summary sections that describe the vendor’s capabilities, the worse the discovery call.

Good calls have phrases like:

  • Prospect is seeking…
  • Current issues include…
  • Current challenges include…
  • Data is stored…
  • Prospect aims for…
  • Prospect aims to…
  • Prospect shares…
  • Prospect details…
  • Prospect detailed…
  • Prospect desires…
  • Prospect describes…
  • Prospect envisions…
  • Prospect mentions…
  • Prospect clarifies…
  • Prospect confirms…
  • Prospect needs…
  • Prospect expresses…
  • Prospect explains…
  • Prospect notes…
  • Prospect prefers…
  • The discussion…
  • Goals include…
  • Prospect highlights…
  • Prospect prioritizes…
  • Prospect currently…
  • Prospect uses…
  • Prospect is…
  • Prospect has…
  • Prospect is looking for…
  • Prospect inquired…

These phrases may also be indicators of good calls:

  • Vendor recaps…
  • Vendor confirms…

Poor calls include phrases such as:

  • Product is presented as…
  • Product offers…
  • Product is…
  • Product can…
  • Vendor introduces…
  • Vendor positions…
  • Vendor explains…
  • Vendor explained…
  • Product originated as…
  • Company originated…
  • Company is…
  • Vendor highlighted…

Consider a metric: The “Prospect:Vendor Statement Ratio” defined as the number of desires identified by the prospect vs the number of pitches by the vendor. Clearly, a good discovery call will have more prospect statements than vendor declarations.

Calculating the percent of prospect statements vs vendor statements can yield a rough but potentially illuminating metric.

For example, a call that shows 9 sectional summaries where 2 are prospect statements and 7 are vendor statements yields 22%:78% – that’s a pretty bad discovery call!

On the other hand, a call with 6 prospect statements and 3 vendor statements is quite a bit better: 67%:33%.

Of course, analyzing the full transcript may yield even more intriguing results, but I love that you can just scan the AI summaries and come to a rapid conclusion about the effectiveness of the call!

I’m sure this can be refined further… Thoughts?

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