Sales Call Intelligence
Every discovery and closing call is classified from the Lark transcript, structured into the CRM as JSON, and summarized twice: a recap for the client and the rep the same day, a rollup for the sales manager monthly. And the deal always moves: the outcome of the conversation decides the stage.
From transcript to stage move
Salespeople sell. The system listens, writes everything down, updates the CRM, and tells everyone who needs to know. The rep's only admin job is reviewing what the machine already did.
The outcome decides the stage
Our pipeline runs New, Contacted, Discovery, Proposal, then Won or Lost. After every call, the extracted outcome maps to a stage decision by rule. Every move appends to the lifecycle transition log, so the funnel math is always real.
The prospect engaged in a real qualification conversation. The deal advances from Contacted.
GPCT is captured and the prospect asked to see a proposal. The deal advances with the proposal date as its next step.
Closing call succeeded. The deal wins with an enumerated outcome, and the person becomes a customer.
No budget, no timeline, or a direct no. The deal closes with an enumerated lost reason, never a shrug.
A second discovery call, a revised proposal. The stage holds, but the call must produce a next step with a date. No zombie deals.
How each step works
A discovery or closing call runs on Lark and gets recorded. The rep's job on the call is the conversation: qualifying with GPCT, handling objections, asking for the close. Not note-taking.
The meeting transcript syncs from Lark into the system, keyed by its external id so the same meeting can never be ingested twice.
Claude reads the transcript and answers one question first: is this a sales conversation? Internal standups, client delivery calls, and coaching sessions are skipped. Sales calls are further typed as discovery or closing, which shapes what gets extracted next.
The transcript is distilled into a structured record that inserts straight into the CRM:
- GPCT qualification: goals, plans, challenges, timeline, plus budget and authority signals
- Objections raised and how they were handled
- Commitments made by each side
- The outcome of the call and the agreed next step, with a date
The CRM gets updated by the system, not by rep discipline. That is the difference between a CRM that is true and a CRM that is aspirational.
The extracted outcome maps to a stage decision using the rules above. Wins and losses always carry an enumerated reason, every move is appended to the transition log, and a call that holds its stage must still produce a dated next step. The rep reviews the move and can override it; overrides are logged too, because they are signal about the rules.
The same conversation produces two different documents:
- Client recap: what was discussed, what was agreed, and the next step. Sent to the client while the conversation is still warm.
- Rep summary: the internal view, including objections, risks, and the qualification gaps still open.
On the 1st, the system rolls the month up for the sales manager: calls per rep, stage conversion per funnel arrow, win and loss reasons, recurring objections, and where qualification keeps stalling. This is the Sales Acceleration Formula in practice: coaching from metrics, not from anecdotes.
The seven elements
Every workflow we document has the same anatomy: seven elements, each assigned to a human, a machine, or both. This is the Centaur Map from our workflow design method.
A meeting transcript arrives from Lark. Every recorded meeting enters the pipe; the classifier sorts them.
The full transcript, the deal and its current stage, the person’s GPCT qualification, and prior call history.
AI classifies the call, extracts the outcome, and moves the stage by rule. The rep reviews and can override; overrides are logged.
Sales calls flow to extraction; non-sales calls are skipped. Stage moves append to the lifecycle transition log.
Structured JSON in the CRM, a client-facing recap, an internal rep summary, and a monthly manager rollup.
The recap goes to the client and the rep the same day. The rollup reaches the manager on the 1st.
Conversion per stage arrow, straight from the transition log. The funnel math Roberge coaches from.
The standing rules
- Every sales call is recorded, classified, and extracted, no exceptions
- The CRM is written by the system; reps review instead of retype
- Every call moves the deal or stamps a dated next step, never neither
- Wins and losses always carry an enumerated reason
- Stage moves append to the transition log, so funnel math stays honest
Why it works
- Reps sell more because the admin happens to them, not by them
- Same-day client recaps compound trust while the call is still warm
- A system-written CRM makes the forecast believable
- Managers coach from conversion data per stage, the Roberge way
- Override tracking tunes the stage rules instead of eroding them
This workflow runs on the sales process from Mark Roberge's Sales Acceleration Formula: GPCT qualification, enumerated outcomes, and metrics-driven coaching. It feeds the same pipeline as Lead Capture to CRM.