Overview
After studying thousands of sales calls, we’ve identified three behaviors that consistently separate top-performing reps from the rest — especially on first calls.
- Identify Business Metrics
Top performers consistently anchor the conversation in business outcomes and strategic challenges. These are numbers that have a direct or indirect link to the prospect’s top or bottom line (or both). They ask thoughtful, incisive questions to uncover:
- Top issues that must be solved now, to prevent seriously bad outcomes from occurring.
- C-Level initiatives that they can link to
- The broader impact of solving these problems
- The business value of doing so
In contrast, average reps focus on technical or process issues that affect a few individuals or a department— but fail to connect these to the bigger picture.
- Champion Identification
Elite sales teams deliberately identify and validate true Champions, converting them into internal advocates who can influence decisions. This is hard work, which most teams avoid.
Most reps take the path of least resistance: they assume their primary contact is the Champion — even if that person is several levels removed from power, and far from the Economic Buyer. Often, the primary contact won’t have access to or even introduce the sales rep to the real Champion.
- Validate That Someone With Authority Cares
Top-performing teams always confirm that someone with real authority is motivated to solve the problem within a clear timeframe — whether it’s 30, 60, or 90 days.
Average reps often skip this step. As a result, deals stall out because no one actually owns the problem or is committed to solving it.
The Solution
Want to know how your team is performing in these areas?
Our solution analyzes your team’s real call transcripts, helping you:
- Identify strengths and blind spots
- Deliver tailored coaching
- Improve conversion rates
- Enable every rep to close more effectively.
Why We’re Different
Unlike generic AI tools, our model is uniquely trained on MEDDICC principles and real-world sales expertise. This means:
- Accurate identification of what’s working — and what’s not
- Targeted recommendations that actually drive improvement
- Faster, more consistent results across your sales team