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Score every discovery call against MEDDIC, for yourself or your whole team
Picked and checked by Olga Pearson, SalesUpLevel
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From one call transcript: a scored MEDDIC scorecard, manager-style commentary, ranked next steps and a draft mutual action plan email in under 2 minutes. On one portfolio company’s call it caught that the rep heard who the real decision-maker was and never asked how to reach him.
Reps tend to fill in MEDDIC optimistically, and managers don’t have time to listen to every call. Stage 2 drops the transcript into Claude with a debrief skill that scores each element as Strong, Partial or Missing with evidence from the call, names the moment the seller should have pushed, and drafts the follow-up. Their short prompt: “Analyze this discovery call against MEDDIC and give me my next steps.”
By Mandy Cole, writing for Stage 2 Capital’s GTM newsletter · Stage 2 Capital GTM newsletter ↗ · May 9, 2026
If you sell: run it before your 10am
- Export the call transcript from Gong, Fathom, Fireflies or your recorder. Plain text is fine.
- Run the prompt below (or Stage 2’s free skill, linked from their post).
- Read the commentary first: the missed moment and whether your champion is really a champion.
- Turn every “Missing” into one question for your next call.
- Edit the mutual action plan email, then send it within 24 hours.
Here’s the transcript of my discovery call with [company]. Score each MEDDIC element (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion) as Strong, Partial or Missing, and quote the line from the call that supports each score. Don’t count anything that wasn’t said on the call. Then: 1) Name the moment I should have pushed and didn’t. 2) Tell me whether my champion is really a champion or just friendly. 3) Give me 4 to 6 next steps in order of urgency. 4) Draft a short mutual action plan email to [buyer] that opens with something they said and lists owners and dates. [Paste transcript]
If you lead a team: roll it out
Why it matters: the scorecard quotes the call for every score, so pipeline reviews and 1:1s can start from what the buyer actually said instead of what the rep remembers.
- Start with yourself. Run the prompt on one transcript and check whether the scores match what you heard.
- Pilot with a few reps. Ask them to run it on their own discovery calls and read the commentary first.
- Make “Missing” the agenda. Each “Missing” element becomes one question the rep commits to asking on the next call.
- Keep the human edit. Reps edit the mutual action plan email themselves and send it within 24 hours.
- Bring it into the 1:1. Review the scorecard together instead of re-listening to the whole call; open the recording only at the moment the AI flagged.
Coach with it: in the 1:1, ask the rep to read the “moment I should have pushed” line out loud, then role-play that moment once. The AI only knows what was said on the call, so let the rep correct scores with what they learned elsewhere, and ask them to show you where.
What to track: share of discovery calls that got a scorecard this week; which MEDDIC elements come up Missing most often across the team (that’s your next team training); whether the mutual action plan email went out within 24 hours.
These are suggested measures for your own team, not results from the source.
Watch out for
- Stage 2 Capital is promoting its own free skill, and “under 2 minutes” is their claim.
- Only record and transcribe with the buyer’s consent, and take out anything sensitive before pasting into a tool your company hasn’t approved.
- The AI only knows what was said on the call, not what you learned over coffee. Sanity-check the scores.
- Read the action plan email before sending, so you don’t promise something you never agreed to.
- Use the scorecard to coach, not to grade reps in public. If reps feel watched, they’ll stop sharing calls.
Source: Mandy Cole, Stage 2 Capital GTM newsletter, May 9, 2026. Results are as reported by the source; we did not measure them.
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