/analyse-call — Analyse Sales Calls Using Frameworks

/analyse-call — Analyse Sales Calls Using Frameworks

Analyse a customer call transcript by applying your sales frameworks. Produces a structured evaluation with coaching insights and next steps.

Usage

• /analyse-call {filepath} — Full analysis of a call transcript
• /analyse-call --quick {filepath} — Summary + next steps only (skip framework breakdown)
• /analyse-call --scorecard-only {filepath} — Commitment scorecard only
• /analyse-call --compare {filepath1} {filepath2} — Compare two calls for same prospect

Prerequisites

• At least one framework file exists in frameworks/
• config/config.yaml exists with Linear and team settings

Instructions

When the user invokes /analyse-call, follow these steps:

Step 1: Read the Transcript

Read the call transcript file. Identify:

• Participants — Who from your team, who from the prospect? Use config.team names to identify your team members.
• Company — Which prospect/customer?
• Stage — Where is this deal in the pipeline? (Check Linear {config.linear.pipeline_team} if needed)
• Call type — Discovery, demo, POC review, follow-up, closing?

Step 2: Read the Frameworks

Read all framework files from frameworks/ in the project root.

Available frameworks (read each that exists):

• frameworks/customer-profile.md (Customer Profile / ICP)
• frameworks/market-segments.md (Market Segments / Buyer's Pyramid)
• frameworks/discovery-questions.md (Discovery Questions / Mom Test)
• frameworks/intent-signals.md (Intent Signals)
• frameworks/messaging-structure.md (Messaging Structure)
• frameworks/pipeline-scorecard.md (Pipeline Scorecard)
• frameworks/prospect-qualification.md (Prospect Qualification / BANT)
• frameworks/positioning-levels.md (Positioning Levels / Vitamin vs Painkiller)
• frameworks/selling-window.md (Selling Window / Org Pain Stages)
• frameworks/pain-discovery.md (Pain Discovery / SPIN Selling)
• frameworks/sales-playbook.md (Sales Playbook / 7-Stage Deal Checklist)
• frameworks/consequence-questions.md (Consequence Questions / Quantified Discovery)
• frameworks/buyer-readiness.md (Buyer Readiness / Actions vs Words)
• frameworks/category-language.md (Category Language / Default Filter)
• frameworks/revenue-visibility.md (Revenue Visibility / Cash-Flow Scoring)

Also read user context if available:

• my-context/icp-definition.md (user's ICP details)
• my-context/company-overview.md (product context)

Note: Only apply frameworks that have real content.

Step 3: Apply Frameworks

For each available framework with real content, analyse the call. Use as many of the following sections as your frameworks support:

A. ICP Fit Analysis

• Does this prospect match your ICP? Score using customer-profile.md criteria.
• Cross-reference with my-context/icp-definition.md if it exists.
• Which tier? Core / Broader / Universe (or equivalent from config.icp.tiers)
• Any disqualifying factors?

B. Buyer's Pyramid Position

(Requires market-segments.md)

• Where is this buyer in the pyramid?
  • 3% buying now
  • 7% open to buying
  • 30% not thinking about it
  • 30% don't think they're interested
  • 30% know they're not interested
• What stage of the buyer's journey are they at?

C. Discovery Quality

(Requires discovery-questions.md)

• Were questions structured well? Did the team get real data or just compliments?
• Which discovery techniques were used effectively?
• Which were missed?

D. Intent Signals Observed

(Requires intent-signals.md)

• Map signals from the call against the intent signals framework.
• What validated signals emerged?
• What signals are still missing?

E. Messaging Effectiveness

(Requires messaging-structure.md)

• Did the team use Issue -> Impact -> Resolution -> Outcome structure?
• Was the positioning painkiller or vitamin?
• Where did they fall into feature-selling mode?

F. Commitment Scorecard

(Requires pipeline-scorecard.md and/or prospect-qualification.md)

• Score the prospect on engagement, problem acknowledgment, timeline, resources.
• Words vs Actions assessment, scored 1-3 each where applicable.
• BANT score: Budget, Authority, Need, Timeline — each rated 1-3.
• Flag gaps between what the prospect said and what they did.

G. Positioning Analysis

(Requires positioning-levels.md)

• What positioning level was the team selling at? Vitamin, Painkiller, or Life Support?
• Quote specific moments where positioning was at the Painkiller level (strong).
• Quote moments where the team slipped into Vitamin territory (feature-listing, no pain connection).
• What questions could have elevated positioning?

H. Selling Window Assessment

(Requires selling-window.md)

• Which org pain awareness stage is this prospect at? Unaware / Annoyed / Hurting / Desperate / Solved.
• What evidence from the call supports this assessment?
• Are there buying triggers visible (scaling, incidents, new leadership, compliance)?
• Is the selling window open? Is the team's approach matched to the org's stage?

I. Pain Discovery (SPIN Analysis)

(Requires pain-discovery.md)

• Which SPIN question types were used during the call? (Situation / Problem / Implication / Need-payoff)
• What was the ratio? (Ideal: 10-15% S, 20-25% P, 40-50% I, 15-20% N)
• Were Implication questions asked? (The type most founders skip.)
• Did the prospect quantify the cost of their problem in their own words?
• Did the prospect articulate what solving it would mean? (Need-payoff)

J. Sales Playbook Progress

(Requires sales-playbook.md)

• Which of the 7 stages has this deal completed? Research / Outreach / Discovery / Demo / Proof / Close / Handoff
• Checklist of exit criteria met vs remaining for the current stage.
• What's the next stage and what needs to happen to get there?

K. Consequence Question Discipline

(Requires consequence-questions.md)

• Which Operating Questions (baseline: how they work today) were asked? Which Consequence Questions (quantification: what it costs)?
• Did the prospect say a pain number OUT LOUD in their own words? Quote it if so.
• Where did the team get an operating answer and pitch instead of asking the consequence question?
• Were Consequence Questions directed at someone who can actually feel the cost (pain owner), or at an evaluator?
• Any "you'd have to ask X for that number" moments? (Those are stakeholder-expansion levers — flag them.)

L. Buyer Readiness Diagnosis

(Requires buyer-readiness.md)

• Score the buyer's behavioral signals: time invested / effort invested / money signals / quality of problem definition.
• Which journey stage does the BEHAVIOR put them at? (Awareness / Interest / Consideration / Purchase) — versus what their WORDS claimed.
• Which readiness type are they? (Emotionally ready / Intellectually ready / Champion needing ammunition / Conceptually aware without urgency / Curious not pained)
• Is the team's response mode matched to that type? What's the prescribed mode?

M. Category Language Check

(Requires category-language.md)

• Did the team introduce themselves with a distinctive term or a generic category label?
• Did the prospect ask "what do you mean by that?" at any point — or auto-categorize ("so you're like [competitor]")?
• If the prospect filed the product under an existing category, what filter did it trigger and how could the intro have avoided it?

N. Revenue Visibility Score

(Requires revenue-visibility.md)

• Based on this call's evidence, what visibility score (1-5) does this opportunity deserve? (Words never move it past 2 — only actions do.)
• Did the score go up, down, or stay flat versus before the call?
• What is the single visibility-raising action for this deal this week?

Step 4: What Went Right / Wrong

Based on the framework analysis, highlight:

Went right:

• Moments where positioning was strong
• Pain that was properly identified AND validated
• Strong commitment signals (actions matching words)
• Good questions asked

Went wrong:

• Moments where the team fell into feature-selling mode
• Pain identified but NOT validated with impact
• Premature solutioning (selling before diagnosing)
• Commitment signals missed or misread
• Questions that should have been asked but weren't

Step 5: Where to Improve

Specific, actionable coaching points:

• What to do differently next call based on framework gaps
• Which commitment factors need elevation and how
• How to move from current deal stage to next
• Specific questions to ask next time

Step 6: Next Steps

Concrete actions:

• Follow-up actions identified from the call
• Commitment elevation moves for next interaction
• Preparation needed before next call
• Ask: "Want me to create any of these as tasks in Linear?"

If user says yes, create tasks in {config.linear.action_team} with:

• Label: {config.linear.default_label}
• Assigned to appropriate team member from config.team (match by role)
• Reference the pipeline ticket if one exists
• Include due dates based on urgency

---

Mode: --quick

Skip the framework-by-framework breakdown. Output:

1. One-paragraph call summary
2. Commitment scorecard (if framework available)
3. Top 3 things that went well
4. Top 3 things to improve
5. Next steps with option to create Linear tasks

Mode: --scorecard-only

Output only:

1. Commitment scorecard table with scores and justifications
2. Words vs Actions gap analysis
3. Which factors to elevate next and how

Mode: --compare

Read both transcripts. Output:

1. Side-by-side scores showing change over time
2. What improved between calls
3. What regressed or stalled
4. Trend assessment: is this deal gaining or losing momentum?
5. Recommendations for next interaction