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Define three levels of discovery, then have AI measure how many calls reach level three
Picked and checked by Olga Pearson, SalesUpLevel
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Reported in Attention's case study: calls reaching level-three discovery went from under 10% to nearly 80%, across 425K calls scored in nine months. Dandy also reports about 35,000 hours of manual work saved and sellers ramping 2.5x faster.
Before I'd ask my team to let AI score their calls, I'd want us to agree on what a good discovery call actually is. Jesse Davis at Dandy already had that written down, and that is what made the AI useful.
In an Attention case study, Dandy's sales leader used a three-level framework for discovery: level 1 you imply a pain, level 2 you quantify it, level 3 the customer agrees it is worth solving. When AI started scoring every call against it, under 10% of calls reached level three. Seeing it by person, manager, region and market let them coach each seller and rewrite talk tracks, and level-three calls climbed to nearly 80% across 425K calls in nine months.
By Jesse Davis (Dandy), in an Attention case study, Head of Sales, Dandy · Case study (Attention customer story) ↗ · Shared by Attention on LinkedIn Oct 27, 2026 (page has no date)
Run it before your 10am
- Write your discovery levels in plain words: level 1 you imply a pain, level 2 you quantify that pain, level 3 the customer agrees the pain is significant enough to be worth solving.
- Give 2 example questions and 2 example answers for each level.
- Have AI score every call for the highest level reached, with the quote that proves it.
- Look at the share of calls hitting level 3 by seller, manager and region.
- Coach each person on the one move that gets them from level 2 to level 3.
- Track the share every month and update talk tracks with the questions that work.
Here is a sales call transcript: [transcript]. Our discovery levels: Level 1: you imply a pain. Level 2: you quantify that pain. Level 3: the customer agrees the pain is significant enough to be worth solving. What is the highest level this call reached? Quote the exact line that proves it. If it stopped below level 3, name the moment the seller could have gone deeper and the question they could have asked.
If you lead a team
- Agree on the three levels with your managers first.
- Publish the level-three share by team every month.
Watch out for
- Vendor case study; Attention is selling call scoring.
- The 35,000 hours and 2.5x ramp have no stated baseline.
- The framework came first. AI only measures it, so write yours before you score anything.
- What I'd have my team try first: agree on the three levels with managers, then score last week's calls before buying anything new.
Source: Attention customer story 'Dandy' (shared by Attention on LinkedIn, Oct 27, 2026). Case study: customer Dandy, vendor Attention. Results are as reported in the vendor case study; we did not measure them.
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