#conversation-intelligence

Learn from recorded sales calls systematically. Tools: Gong, Chorus, Fireflies. Analysis framework: 1. Talk-listen ratio (aim for 40:60, rep talks 40%). 2. Question count (discovery calls need 10+ questions). 3. Monologue length (keep under 2 minutes). 4. Next steps clarity (was next meeting scheduled?). 5. Competitor mentions (were traps set?). Review process: weekly self-review (listen to 2 own calls), monthly peer review (present 1 call to team), quarterly manager review (review all calls, spot patterns). Scoring: 1-5 on discovery depth, rapport building, objection handling, closing. Create highlight reel of best calls for training. Common improvements: ask more questions, slow down, pause after questions, recap pain before pitching solution.