Two sides of the same call, one window.
Switch from how your reps performed to what your customers said — by one menu item.Same conversations, a different question.
You already ran the research
Last quarter your team had four hundred conversations with buyers. Every objection, every reason to wait, every question about a feature you do not have yet was said out loud, to a person, in the buyer own words. Then the call ended and the recording went into storage.
Agencies charge for a hundred interviews what your team runs in a week.
Three teams, one recording
The same conversations answer three different questions, and each team gets the answer in the form it can use tomorrow morning.
A thousand interviews you already ran.
Marketing
The words your buyers actually use.
Ranked by how often they say them, not by how well they sound. A new worry shows up on the site the same week it shows up on calls.
Product
The feature your market keeps asking for.
Every request your team left unanswered, counted and quoted. Not a wishlist from three loud customers, a count across the whole quarter.
One week of conversations, already read
This is the screen the product opens on. Not a dashboard you have to interpret: the week with a verdict on it, the three numbers that moved, and the sentences the verdict came from.
Dynamics by week
Three numbers off the same conversations. The point is not any one line. It is that they move apart.
- Jun 29 · partial week
- Jul 6
- Jul 13
- Jul 20
- Jul 27 · partial week
Objections — Share of conversations where the buyer objected at least once. Jun 29 84% · Jul 6 89% · Jul 13 93% · Jul 20 97% · Jul 27 100%
What got worse since last week
Objections
100%+2.6
was 97.4%
Every conversation this week hit at least one objection. Two weeks ago it was nine in ten.
Next step agreed
55.8%−12.6
was 68.4%
The share of calls that end with a date both sides said out loud. This is the number everything else hangs off.
Verbatim from the calls of the week
Two failures and one win, pulled out of 218 conversations. Each opens into the recording it came from.
Failure of the week
The discount was offered without a date on it
[07:53] «You are currently getting 30% off the base price after the trial…»
Context The buyer had just reacted to the price. There was nothing in the sentence that made this week different from next month, so the conversation ended in "let me think".
What should have been said "The 30% holds for two days after the trial, so you can decide calmly and still keep it." A discount without a date is a discount without a decision.
Isaac Lane · Open call #108046 →
Failure of the week
Nothing was offered to send after the price talk
— never said —
Context After discussing cost and terms the buyer said "we have not decided yet". The rep agreed and moved to closing. No summary, no schedule, no written offer: the conversation left nothing behind it.
What should have been said "I will send the full programme and the payment options in writing, so you can go through it with your team." The buyer leaves with something to reread instead of a memory.
Nora Bennett · Open call #108066 →
Win of the week
The rep quoted somebody the buyer already trusts
[01:16] «Going by the trainer’s own feedback, he actually did quite well…»
Context Right after the trial, before any talk of price. The rep repeated what an outside expert had said about the buyer’s own case, in that expert’s words.
Why it worked The reassurance came from someone with nothing to sell. The buyer heard confirmation of quality without being sold to, and the price conversation started from a different place.
Technique: Third-party proof, in the buyer’s own case
Chloe Barrett · Open call #108635 →
What each person gets
Marketing
Write the landing page in the words buyers use, ranked by how often they use them. Catch a new worry the week it appears, not the quarter after.
Product
See every request your market made and your team could not answer, counted and quoted. Decide the roadmap on how often something was asked, not on who asked loudest.
Sales
Walk into the next call knowing this buyer pain and the two answers that have worked on it before.
What it actually shows you
Two sides of the same call, one window
How the rep performed and what the customer said come out of the same recording, and they live one menu item apart. Nothing is exported, nothing is matched by hand, and nobody has to ask which call the number came from.One login, one dataset, two questions answeredA competitor sells these as two products with two rolloutsThe rep view and the market view never disagree, because they read the same conversationOne recording
Discovery call · inbound
How the rep did
The same recording scored against your standard.
62 / 100Success score
- 04:10Asked what the team runs today before offering anything.
- 13:08Tied the plan to the onboarding problem the buyer named.
- 19:44Answered the price question with a list, not with the buyer’s numbers.
- 26:12Ended on “I’ll send something over”. No date, no owner.
Same recording, both sides
One login, one dataset, two questions answered. Nothing is exported and nobody has to ask which call the number came from.
Each objection arrives with two ready answers
An objection is not a red flag on a chart. It comes with the situation it appeared in, how your team handles it today, and the wording that has worked on calls that closed.The buyer situation, quoted, not paraphrasedHow your team answers it now, measured across the quarterThe words that worked, taken from calls that ended in a next stepWhat stops your buyers
Every objection heard this quarter, and how often the team actually got past it.
113calls with at least one objection
40%worked out overall
«Before we go further, how does this work if we start mid-quarter?»
Forty per cent worked out means sixty per cent of interest quietly went nowhere.
The feature your market keeps asking for
When a buyer asks for something you do not have, the rep says what reps say and the call moves on. Nobody writes it down, because writing it down is somebody job and it is nobody job. Here it is counted across every call, with the sentence each count came from.What buyers want this week
Buyer goals from the week’s calls, as a share of everyone who brought it up. This is what the ads should talk about.
«Half my team joined this year and every one of them learns by watching whoever is free.»
Most often this week: Getting new people productive faster (41%)
Requests left without an answer
Everything a buyer asked for and did not get, not only “we don’t have it”. Real product gaps are marked separately.
3× real product gap this week
Aug 12Product gap
[40:35] Buyer: «Can we get this in German for the Austrian team as well?»
The rep said they would check and the call moved on. Nobody checked.
Open conversation →
Aug 11Send documents
[20:37] Buyer: «Could you send over the slides from the presentation?»
The rep said they did not have them to hand. They were never sent.
Open conversation →
Aug 9Product gap
[26:04] Buyer: «Does it connect to the system we already use for tickets?»
The rep answered “not right now”, and the buyer did not ask again.
Open conversation →
See which segment your team loses trust in
Trust is not the same across your market. It holds in one segment and collapses in another, and the difference shows up in how buyers answer, not in whether they close.Segments come from your own calls, not from a form somebody filled inThe drop is visible before the pipeline shows itEach segment opens into the conversations behind the numberWhat the base is made of
Every customer who came up in this quarter’s calls, sorted by how they behave, from the conversations rather than from a form somebody filled in.
Trust by segment
Average score on the trust items in qualified calls. The dotted line is the average across all segments.
Weighing it up70% · 45 customers
They ask for numbers, compare against what they already run, and want to see it work before they commit.
They get the presentation before anyone asks what they are comparing against.
Build personas from recordings, not from a workshop
A persona assembled in a meeting room reflects the room. This one is assembled from what buyers said: what they worry about, what moves them, what they compare you to, with a real quote and a real call behind each line.Buyer profile
The head of sales who inherited the team
Assembled from 38 conversations this quarter
Nobody filled this in. Every line below came out of a recording, and every line says which one.
Not the numbers. The not knowing. They can see the quarter slipping and cannot say which conversations caused it, so every fix is a guess.
«I can tell you exactly what we closed. Ask me why we lost the rest and I am telling you a story I made up.»
Proof call #108633 · 08:41
Proof that something changed in a person, not a report that something was measured. They want to see one rep do the thing differently in a later call.
Not other software. Their own Friday: four hours of listening to calls, a spreadsheet, and a coach who left in March.
The team. They are not afraid of the tool, they are afraid of the reaction to it, and they will say so if the rep asks.
One objection, taken apart
This is what a single line in that list opens into.
We tried something like this two years ago and it did not stick.
23 conversations this quarter
What is behind it
This is not a doubt about the product. It is a memory of a rollout that failed, and the person saying it is protecting their team from repeating it.
38%
answered at all, of the calls where it came up
Two that worked
What made it not stick that time, the tool or the habit around it? I ask because those need different answers.
worked on 9 calls
Then let us not roll anything out. Bring ten calls from last week, and we look at what is in them together.
worked on 7 calls
Every client, and what their calls add up to
A CRM shows the stage a rep typed in. This shows the state of the deal as the buyer left it: how much interest they showed, what is still stopping them, and the one thing the conversation never got to.
Base status
This is not a funnel summary. It comes from the conversations themselves: refusals and follow-ups usually live outside the CRM.
- Winning3148%
- Needs work2844%
- Under threat58%
Sixty-four people, each with the state of their deal and the one thing the conversation never got to.
AliceWinning
27/30Interest
100%Probability
Recommended action Confirm the next step the day before. Have the payment link and the materials ready in the same message.
The main pain, in their words
«We were interested in this area back in the spring, then summer started and we stopped.»
Proof call #108046 · 00:35
What moves them
«I want him to develop in this direction, and I want to know where.»
Proof call #108046 · 04:18
The objection and how to handle it
«He didn’t find anything new in the trial, and he hasn’t defined his goals yet.»
Both parts are one objection: the course reads as too easy because no goal has been set. Answer with the goal first: "even if he is already ahead on the basics, a foundation is what makes the rest reusable", and only then the level.
It ends as work, not as a report
An agency hands over a document and somebody has to turn it into work. Here the work is already named, addressed and ranked by the number of conversations behind it.
Marketing and product tasks
What the week collected: objections for marketing, gaps for product, unanswered requests for both. Ranked by how many conversations each one stands on.
7 of 7
Because, on the calls Half the buyers postpone without naming a reason. Nothing on the site says what waiting costs them, so the rep has to invent it live every time.
Why you can trust the count
Every number on these screens is a count of sentences somebody said. Here is what that means in practice.
A number is a count of sentences, and it opens into them
Every share, every ranking and every segment on these screens is built from moments in recordings. Click any of them and you get the conversations, then the sentence with the minute it was said. Nothing is a model’s impression of the quarter.Any count opens into the calls it was made fromAny call opens into the sentence, with its timestampA finding you cannot open is a finding you should not act onThe market speaks first, we count second
Objections, goals and segments are not picked from a list we prepared. They are collected from what buyers actually said, in the words they used, and then counted. That is why a new worry appears on this screen the week it appears on calls, and not a quarter later.Categories come out of the conversations, not out of a templateA worry that showed up twice is shown as twice, not rounded awaySegments too small to conclude from are marked as too smallIt reads the conversations you already have
No bot joins the call, nobody fills in a form after it, and no rep has to tag anything. Recordings are collected the way your team already makes them, and the first read covers the whole quarter that is already sitting in storage.Nothing changes in how a meeting is runThe first screen shows a quarter, not a week from todayReps sell in their language; the market report reads in EnglishWhat it moves
10x
faster customer research
−20%
CAC
2x
roadmap hit rate
+20%
CSI
What it takes to start
Nothing new to record
The first read covers the quarter
Language is not a barrier
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