How scoring works

Each category in the framework is scored from 0 to 100 based on what was said on the call. The overall score is the weighted average of those category scores.

What’s on a scorecard

• A score for every category, compared with its target
• Required categories called out when they’re below target
• The call’s tier, when the framework uses tiers
• Moments: the points in the call that drove the score

Moments

Moments are pinned to the exact words that were said, like the first time a buyer names a pain, price coming up before value, or next steps being agreed. Click any moment to jump to that point in the transcript.