Call Debrief

If seller is giving notes verbally, guide them through these in order:

Quick Context

• "What happened — in one sentence?"
• "Who spoke the most — them or you?"
• "What was the energy? Engaged / polite / skeptical / rushed?"

Pain Discovery (most important)

• "Did they describe any specific problem or frustration?"
• "What does the current process look like? What breaks?"
• "Did they use words like 'pain', 'frustration', 'annoying', 'broken'?"
• "What have they tried before? What didn't work?"

Qualification Elements

• "Did anyone mention budget, cost, or cost reduction?"
• "Who else needs to be involved in a decision like this?"
• "What criteria will they use to evaluate options?"
• "Is there a timeline or upcoming deadline?"
• "Who's the internal champion?"
• "What else are they evaluating or already using?"

Momentum

• "Did they agree to a next step? What exactly?"
• "Any specific objection? How did it go?"
• "Any quote or thing they said that stood out?"

STEP 3 — Map to Qualification Framework

Use the framework from seller profile.

Default: MEDDPICC

STEP 4 — 3 Whys Assessment

Analysis:

• All 3 ⬜ → Very early. Priority: establish pain first.
• Why Anything ✅, others ⬜ → Next meeting: Why Product and Why Now.
• All 3 ✅ → Strong discovery. Advance to next stage.
• Why Now ⬜ → Create urgency in follow-up: find an external event.

STEP 5 — CRM Update Notes

Output for copy-paste into ~~CRM (or sync via CRM if connected):

CRM Call Log — {Date}
Call type: {type} | Duration: {X min} | Attendees: {names + titles}

Summary:
[2-3 sentences: what happened, key finding, next step]

Qualification Updates:
- Pain (I): [confirmed/updated to: ...]
- Economic Buyer (E): [identified as: ...]
- Champion (C): [identified as / not yet identified]
- Next Step: [what was agreed]

Stage Recommendation: {Research / Outreach / Engaged / Discovery / Qualified}

STEP 6 — Save Call Notes

File path:

• Discovery/intro/follow-up → accounts/{account}/discovery/{YYYY-MM-DD}-{type}-notes.md
• AE-led meeting → accounts/{account}/meetings/{YYYY-MM-DD}-meeting-summary.md

# Call Notes — {Company} — {Date}
**Type:** {Cold Call / Intro / Discovery / Follow-up}
**Duration:** {X min}
**Participants:** {Their names + titles} | {Seller / AE if present}
**Energy:** {Engaged / Polite / Skeptical / Rushed}

---

## What Happened (1-paragraph summary)

## Key Quotes
1. "[Direct quote showing pain or buying signal]"
2. "[Direct quote showing objection or concern]"

## Qualification Status (Updated)
[Full table from Step 3]

## 3 Whys Status
[Table from Step 4]

## Gaps to Fill (Next Meeting)
1. [Missing element] → Questions to ask: [...]

## Next Step Agreed
[Exactly what was agreed — the literal commitment]

## Objections Logged
| Type | Verbatim Quote | Stage | Response Used | Outcome |
|------|---------------|-------|--------------|---------|
| [Timing/Budget/Authority/Trust/Fit/Competition] | "[quote]" | [stage] | [response] | [result] |

Note: The ## Objections Logged section is required — it feeds the objection-mining skill.

STEP 7 — Draft Follow-up Email

Write while context is hot. Send within 2 hours.

Subject: "Following up: [specific topic]" or "Next steps from our conversation"

Body:

[Name],

Thanks for the time today.

To recap what we covered:
- [Key finding 1 — reference their exact words if they shared a pain]
- [What we agreed to explore]

Based on [specific thing they said], the most relevant thing for your team is [specific capability or case study].

[Proof point — from live search, not memory]:
"[Customer] solved [similar pain] and achieved [metric]." — [source URL]

Next step: [Exactly what was agreed].

[Seller name]

Rules:

• Send same day, ideally within 2 hours
• Reference at least 1 thing they said specifically
• One ask only — don't stack multiple CTAs

STEP 8 — Update account-brief.md

1. Qualification tracker → fill in newly confirmed elements (with date)
2. "Last Interaction" → today's date + one-sentence summary
3. "Stage" → update if it changed
4. "Key Contacts" → add any new names/titles

Quality Gates

• Notes saved with today's date in filename
• Qualification table filled with call evidence
• 3 Whys assessed
• At least 1 direct quote captured
• Next step documented (or flagged as missing with recovery plan)
• ## Objections Logged section present in call notes file
• Follow-up email drafted and sent (or scheduled same day)
• account-brief.md updated
• CRM log notes drafted or synced