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Build a golden call script from won and lost transcripts

Picked and checked by Olga Pearson, SalesUpLevel

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If you sell: run it before your 10am

1. 01Export won and lost call transcripts into one file.
2. 02Ask Claude for objections, whether they were overcome, pattern interrupts, competitor mentions and off-script wins and losses.
3. 03Write a golden script in Notion from what the winners did.
4. 04Reps must pass an AI role-play on the script to stay in the lead round robin.
5. 05Check how closely new calls follow the script, and update it.

I have a JSON file with 212 call transcripts. Analyze each one for: objections raised, whether they were overcome, pattern interrupts used, and competitor mentions. Give me a summary with rankings.

Starter version from the source: paste 5 call transcripts and ask “What are the top 3 objections and how were they handled?”

Watch out for

• The win-rate gain came from the full program (script, role-play gate, coaching), not the analysis alone.
• Only use calls recorded with the buyer’s consent, and take out anything sensitive before pasting into a tool your company hasn’t approved.

Source: Marchelle Mooney, GTM AI Podcast, Apr 9, 2026. Results are as reported by the source; we did not measure them.

Run these next

• 04 · DiscoveryScore every discovery call against MEDDIC, for yourself or your whole team
• 15 · DiscoveryMine your own last 300 calls for what you do when you win