Recommended Tools
Posted: Thu May 22, 2025 9:10 am
Gong.io – AI-powered conversation analytics
Chorus.ai – Tracks keywords, sentiment, and outcomes
Salesloft / Outreach.io – Integrated cadences and call logging
Aircall, Dialpad, Kixie – VoIP usa phone number list systems with CRM syncing
Capture the Following Data Points:
Call outcome (won/lost, meeting booked, no answer)
Call duration
Lead status before and after
Talk-to-listen ratio
Keywords or topics discussed
Sentiment analysis
Objections raised
Follow-up actions taken
This metadata becomes the foundation for finding call performance patterns.
Step 2: Break Down Call Structure
Most sales calls follow a loose structure. By breaking down each part, you can see which segments correlate most with success.
1. Opening (First 10–30 Seconds)
Did the rep establish relevance?
Was rapport quickly built?
Was the prospect caught off guard?
Successful pattern: A clear, value-based hook within 10 seconds
Unsuccessful pattern: Rambling intro, no personalization
2. Qualifying / Discovery
Did the rep ask open-ended questions?
Were needs and pain points clearly explored?
Was the budget/timeline/authority covered?
Successful pattern: Rep asked more than 5 discovery questions
Unsuccessful pattern: Prospect dominated the call without qualification
Chorus.ai – Tracks keywords, sentiment, and outcomes
Salesloft / Outreach.io – Integrated cadences and call logging
Aircall, Dialpad, Kixie – VoIP usa phone number list systems with CRM syncing
Capture the Following Data Points:
Call outcome (won/lost, meeting booked, no answer)
Call duration
Lead status before and after
Talk-to-listen ratio
Keywords or topics discussed
Sentiment analysis
Objections raised
Follow-up actions taken
This metadata becomes the foundation for finding call performance patterns.
Step 2: Break Down Call Structure
Most sales calls follow a loose structure. By breaking down each part, you can see which segments correlate most with success.
1. Opening (First 10–30 Seconds)
Did the rep establish relevance?
Was rapport quickly built?
Was the prospect caught off guard?
Successful pattern: A clear, value-based hook within 10 seconds
Unsuccessful pattern: Rambling intro, no personalization
2. Qualifying / Discovery
Did the rep ask open-ended questions?
Were needs and pain points clearly explored?
Was the budget/timeline/authority covered?
Successful pattern: Rep asked more than 5 discovery questions
Unsuccessful pattern: Prospect dominated the call without qualification