Two proprietary scoring frameworks built for how sales actually works — not how textbooks say it should.
Every call is scored against a structured framework. Every score is earned, not curved. Every piece of coaching maps to something that happened on the call.
MEDDIC tells you what to discover. SPIN tells you what questions to ask. Sandler tells you how to control the conversation. None of them tell you how to score what actually happened.
FIND IT is a measurement system. It takes any sales call — cold outreach, discovery, demo, or closing — and breaks it into scorable steps. Each step is graded 0–10. The grades map to real outcomes, not theoretical frameworks.
Traditional methodologies were built for human coaches reviewing a few calls per week. FIND IT was built for AI analysis of every call, every rep, every day — with coaching that adapts to how each rep actually responds to feedback.
FIND IT scores full-cycle sales calls — discovery, demos, and closing. OPEN IT scores prospecting and cold calls. Both feed the same trend tracking and coaching engine.
Six steps, scored 0–10 each. Every call gets a letter grade (A through F) based on both framework execution and outcome. A rep who books the demo gets credit — even if their technique was rough.
Is this a real prospect or a tire-kicker?
Qualify the opportunity before investing time. The best reps identify buying intent early — they know the difference between curiosity and commitment.
Asked qualifying questions within the first 2 minutes. Identified budget authority and timeline.
Spent 20 minutes presenting before discovering the prospect has no buying authority.
Did they uncover real pain or stay at surface level?
Surface-level complaints are not pain. Real pain has a cost — in dollars, time, or risk. The rep needs to dig until the prospect says something that matters to their business.
"We're manually tracking OFAC compliance — it takes two full-time employees and we still missed three violations last quarter."
Prospect mentioned compliance was a headache twice. Rep moved on without exploring it.
Can they quantify the cost of doing nothing?
Pain without a number is just a complaint. Nailing the cost means the prospect can justify the purchase internally — "$240K per year in manual labor" moves budgets.
"So that's roughly $240K a year in labor just to stay compliant, plus the risk exposure from the violations you mentioned."
Accepted "it's expensive" as the answer without quantifying the actual cost.
Do they know who makes the decision and how?
Deals die in committee. Mapping every stakeholder — champion, economic buyer, technical evaluator, blocker — is the difference between a pipeline deal and a stalled one.
Identified the CFO as final approver, the compliance officer as champion, and IT as technical sign-off.
"Who else would need to be involved?" was never asked.
Did the solution connect directly to stated pain?
Features don't sell — pain relief does. Every feature shown should map to something the prospect already said hurts. When a feature gets a visible reaction ("that's exactly what we need"), that's a buying signal.
"You mentioned the manual OFAC tracking — let me show you how our automated compliance engine handles that in real-time."
Demoed every feature in the platform for 45 minutes without connecting any of them to the prospect's stated problems.
Is there a clear commitment and concrete next step?
No next step means no deal. Transfer is the moment the conversation becomes a commitment — a booked demo, a signed trial, a follow-up meeting with the decision maker on the calendar.
"Let's get a 30-minute demo on the calendar with your compliance team. Does Thursday at 2pm work?"
"I'll send you some information and we can circle back sometime next week."
Results matter more than technique. FIND IT enforces a hard floor: if the rep secured a concrete next step, they cannot score below 65 — regardless of component scores. A rep who booked the demo is doing the job.
Score floor: 65 (C+ minimum). If framework execution was strong, B minimum.
Scored honestly on framework execution alone. No floor applied.
Secured a concrete outcome AND executed the framework well across most components.
Secured a concrete outcome OR executed most framework steps strongly without major gaps.
Partial execution — some steps done but significant gaps, no clear outcome secured.
Major gaps across multiple components, prospect disengaged or unconvinced.
Call went nowhere — no discovery, no connection, no next steps.
FIND IT doesn't score every call the same way. The framework adapts to the type of conversation.
Full-cycle sales conversation. All six steps scored equally.
Qualification and pain discovery. No solution presentation expected — just find the pain.
Presentation call. Scored on solution fit and close — plus how well the demo addressed discovery findings.
Cold and warm outreach. Uses the separate OPEN IT framework with weighted scoring.
Starts as outreach, transitions to discovery. Both frameworks scored, auto-detected.
Every rep gets a coaching persona that adapts to their performance. If scores are improving, the persona stays. If they plateau, it rotates — giving the rep a new voice and approach. Five personas, performance-driven rotation:
Pattern-oriented. Connects call moments to broader sales strategy.
Energy-first. Frames gaps as untapped potential, not failures.
Field wisdom. "I've seen this movie before" mentoring.
Provocative. Asks the hard questions that keep you up at night.
Hyper-specific. Breaks down exact phrasing and timing.
After 3 consecutive personas fail to produce improvement, the system flags the rep for human coaching intervention.
Most platforms treat every call as independent. FIND IT connects them. Discovery findings feed directly into demo scoring — so the AI knows whether the demo actually addressed what the prospect cares about.
Pain points, stakeholders, timeline, and budget captured
AI builds a custom demo plan based on what was uncovered
Coverage score: did the demo hit the pain points that matter?
Six weighted steps designed for outreach calls. Different skills, different scoring, same system. Outcome tiers classify every prospecting call as Appointment Booked, Advancement, or Dead.
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