CASE STUDY: Live AI Guidance for Discovery Calls
We built a copilot that joins our own sales calls, tracks what has been covered, coaches in the moment, and has the follow-up written when the call ends.
→ The Challenge
On a discovery call, the person selling has to listen and track a checklist at the same time. Notes pull attention off the prospect, and memory decides what got covered.
Pain Points
- Notes Compete With Listening: Every minute spent writing is a minute not spent on the person talking, so either the notes or the conversation suffers.
- No Honest Record of Coverage: A topic mentioned in passing feels covered afterward, and nothing checks whether the question was answered.
- Follow-Up Rebuilt From Memory: The summary, the next steps, and the follow-up email all get written after the call, from whatever was remembered.
→ Our Solution
We built SalesCoach, a real-time copilot that joins the meeting, listens, and coaches during the call, so the person selling does nothing extra but talk.
We Built
- Live Meeting Capture: A session is created for a prospect and a call type: discovery, demo, closing, or intro. An AI bot joins the Zoom meeting and transcribes the conversation as it happens.
- In-Call Checklist and Coaching Cards: Each call type has its own checklist of objectives. Items turn yellow, then green, as they are covered. Short cards suggest what to ask next and flag risks such as a stall, scope creep, or a new stakeholder entering the deal.
- Second-Pass Verification: A smarter background pass re-checks the checklist against the transcript, so an objective is credited only when it was accomplished, not when it was only mentioned.
- Automatic Post-Call Report: When the call ends, the system produces a summary, objections, buying signals, gaps against the call plan, next steps, and a follow-up email drafted in the seller’s own voice.
Why We Built It
“I found myself on dozens of nearly identical discovery calls, wondering each time if I’d asked everything I needed to.”
– Michael Trezza, CEO Lithyem
Real-Time Sales Copilot
Live coaching near the end of a call
After the call: scorecard and summary
Gaps, objections, buying signals and next steps
The follow-up email, already drafted
6
Parts in Every Post-Call Report
→ A summary, objections, buying signals, gaps against the call plan, next steps, and a follow-up email are ready when the call ends.
4
Call Types, Each With Its Own Checklist
→ Discovery, demo, closing, and intro calls are each tracked against the objectives that kind of call needs to hit.
75¢
AI Cost Per 45-Minute Call
→ An estimate from a short scripted test call, scaled up to a full-length call.
95%
Of Call Objectives Covered
→ The average share of checklist items covered across real calls.
