{"id":47157,"date":"2026-07-13T15:53:16","date_gmt":"2026-07-13T15:53:16","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47157"},"modified":"2026-07-13T15:53:16","modified_gmt":"2026-07-13T15:53:16","slug":"a-new-metric-for-discovery-call-effectiveness","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/a-new-metric-for-discovery-call-effectiveness\/","title":{"rendered":"A New Metric for Discovery Call Effectiveness?"},"content":{"rendered":"<p><strong>Reviewing Discovery Calls with AI Summaries<\/strong><\/p>\n<p>A simple yet illuminating assessment!<\/p>\n<p>A quick assessment of noun-verb pairs or the first few words in each summary section can be very enlightening:<\/p>\n<ul>\n<li>The more summary sections that describe the prospect\u2019s situation, the better the call.<\/li>\n<li>The more summary sections that describe the vendor\u2019s capabilities, the worse the discovery call.<\/li>\n<\/ul>\n<p>Good calls have phrases like:<\/p>\n<ul>\n<li>Prospect is seeking\u2026<\/li>\n<li>Current issues include\u2026<\/li>\n<li>Current challenges include\u2026<\/li>\n<li>Data is stored\u2026<\/li>\n<li>Prospect aims for\u2026<\/li>\n<li>Prospect aims to\u2026<\/li>\n<li>Prospect shares\u2026<\/li>\n<li>Prospect details\u2026<\/li>\n<li>Prospect detailed\u2026<\/li>\n<li>Prospect desires\u2026<\/li>\n<li>Prospect describes\u2026<\/li>\n<li>Prospect envisions\u2026<\/li>\n<li>Prospect mentions\u2026<\/li>\n<li>Prospect clarifies\u2026<\/li>\n<li>Prospect confirms\u2026<\/li>\n<li>Prospect needs\u2026<\/li>\n<li>Prospect expresses\u2026<\/li>\n<li>Prospect explains\u2026<\/li>\n<li>Prospect notes\u2026<\/li>\n<li>Prospect prefers\u2026<\/li>\n<li>The discussion\u2026<\/li>\n<li>Goals include\u2026<\/li>\n<li>Prospect highlights\u2026<\/li>\n<li>Prospect prioritizes\u2026<\/li>\n<li>Prospect currently\u2026<\/li>\n<li>Prospect uses\u2026<\/li>\n<li>Prospect is\u2026<\/li>\n<li>Prospect has\u2026<\/li>\n<li>Prospect is looking for\u2026<\/li>\n<li>Prospect inquired\u2026<\/li>\n<\/ul>\n<p>These phrases may also be indicators of good calls:<\/p>\n<ul>\n<li>Vendor recaps\u2026<\/li>\n<li>Vendor confirms\u2026<\/li>\n<\/ul>\n<p>Poor calls include phrases such as:<\/p>\n<ul>\n<li>Product is presented as\u2026<\/li>\n<li>Product offers\u2026<\/li>\n<li>Product is\u2026<\/li>\n<li>Product can\u2026<\/li>\n<li>Vendor introduces\u2026<\/li>\n<li>Vendor positions\u2026<\/li>\n<li>Vendor explains\u2026<\/li>\n<li>Vendor explained\u2026<\/li>\n<li>Product originated as\u2026<\/li>\n<li>Company originated\u2026<\/li>\n<li>Company is\u2026<\/li>\n<li>Vendor highlighted\u2026<\/li>\n<\/ul>\n<p>Consider a metric: The \u201cProspect:Vendor Statement Ratio\u201d 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.<\/p>\n<p>Calculating the percent of prospect statements vs vendor statements can yield a rough but potentially illuminating metric.<\/p>\n<p>For example, a call that shows 9 sectional summaries where 2 are prospect statements and 7 are vendor statements yields 22%:78% \u2013 that\u2019s a pretty bad discovery call!<\/p>\n<p>On the other hand, a call with 6 prospect statements and 3 vendor statements is quite a bit better: 67%:33%.<\/p>\n<p>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!<\/p>\n<p>I\u2019m sure this can be refined further\u2026 Thoughts?<\/p>","protected":false},"excerpt":{"rendered":"<p>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<\/p>","protected":false},"author":2,"featured_media":47158,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20],"tags":[7],"class_list":["post-47157","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47157","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=47157"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47157\/revisions"}],"predecessor-version":[{"id":47159,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47157\/revisions\/47159"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47158"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47157"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47157"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47157"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}