Today’s plays › All plays › Discovery

Mine your own last 300 calls for what you do when you win

Picked and checked by Olga Pearson, SalesUpLevel

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If you sell: run it before your 10am

1. 01Export every recorded call with talk ratio, question count, outcome, deal value and topics.
2. 02Add a handful of full transcripts from an early period and a recent one.
3. 03Run the three prompts below, one at a time.
4. 04Pick one thing to change on your next calls, like opening with visible prep or asking before you tell.

1) Compare my won vs lost calls on [talk ratio, question count, story length, topic coverage]. Don’t just list averages, tell me which differences matter.

2) Here are transcripts from 2024 and this year. What’s changed in how I handle [objections / competitors / pricing]? Quote specific moments.

3) For each deal where I had 3+ calls and lost, reconstruct the cadence and flag the moment the deal actually died. Not the CRM close date, the moment.

Watch out for

• Her win rate rose before the analysis. The analysis explains the change; it didn’t cause it.
• 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: Nevena Tomovic, Nevena Tomovic on LinkedIn, Apr 23, 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
• 16 · CoachingBuild a golden call script from won and lost transcripts