Use ChatGPT to uncover missed qualification opportunities in your discovery calls

Sales reps know that great discovery is the key to closing deals. But even the best reps miss critical details that could make or break a sale.

With ChatGPT, you can analyze past discovery calls to find missed qualification opportunities and refine your sales process using the specific qualification frameworks. In this example, we're using MEDDIC, but you can easily tailor this prompt to any framework you prefer.

Most sales teams focus on closing techniques, but successful deals start with strong discovery. A well-qualified deal moves through the pipeline faster, while a poorly qualified deal stalls, drags out, or ends in a no-decision.

By analyzing past discovery calls, you can uncover missed opportunities to ask better questions, qualify deals earlier, and avoid wasting time on prospects that were never a fit in the first place.

What you'll need

→ 10+ recent discovery call transcripts (export these from your AI notetaker)
→ A ChatGPT account (or another AI tool that can process long text inputs)
→ The prompt below

🚩 Before you start: Always follow your company’s AI policies when handling customer data. Many AI tools store input data, so avoid uploading transcripts into free or non-compliant versions.

ChatGPT prompt: Analyze your discovery calls for missed qualification opportunities

Upload your discovery call transcripts into ChatGPT, then use this prompt:

Analyze the 10 most recent discovery call transcripts and identify missed opportunities for deeper qualification. Based on the MEDDIC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion), suggest follow-up questions the sales rep could have asked to better qualify the deal. Provide specific examples for each MEDDIC component, explaining why these questions would have been valuable in uncovering critical deal insights.

What to do with the results

Once ChatGPT generates your report, take the key takeaways and apply them to your sales process:

→ Update your discovery call questions based on gaps in your past conversations
→ Build a checklist for reps to ensure they cover every MEDDIC component
→ Use insights from past calls to coach reps on improving qualification
→ Adjust messaging and positioning to address the most common objections earlier

Analyzing past discovery calls helps sales teams refine their qualification process, reduce deal risk, and improve pipeline accuracy. By using ChatGPT to break down past conversations, reps can identify patterns and make real-time adjustments to future calls.

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