Scores SDR discovery calls and AE value-selling calls against your sales methodology and marketing materials. Produces coaching cards, deal bucketing, marketing intelligence, and competitive intel capture from call transcripts.
Built as a Claude Code skill system with an orchestrator-agent architecture. No external APIs, no database dependencies, no infrastructure. Call transcripts go in, structured intelligence comes out.
For sales leadership:
- Scores every call against your defined sales methodology
- Buckets deals automatically: Rescue, Advance, Route to self-serve, Disqualified, Benchmark
- Threshold-based bucketing (ICP fit + score + behavioral signals), not gut feel
- One coaching priority per call, not fifteen notes
- Team-wide pattern detection across weeks
- AE value-selling scoring with cherry-pick detection (5 signals, composite 0-15)
- Deal-level stitching: SDR score + AE score + CRM outcome per deal
- Score-outcome reconciliation that compares AI scores against CRM reality
For PMMs:
- Messaging alignment scored 0-10 per call with transcript evidence
- Proof point deployment tracking by vertical
- Competitive intelligence flowing back: which competitors, what context, exact prospect language
- Prospect verbatim capture for battlecards, ad copy, landing page headlines
- Bad-fit lead source identification for budget reallocation
- Week-over-week enablement trend: is your training actually changing behavior?
Same transcript. Scored once. Two functions served.
CLAUDE.md (orchestrator)
|
Detects mode from user request
|
┌────────────────────┼────────────────────┐
| | |
Mode 1: Direct Mode 1B/2: Batch Mode 3-5: Direct
(single call) (day or week) (Q&A / calibrate / brief)
| | |
score-call skill Spawn call-scorer Load relevant
| agents in parallel skill or answer
| | from references
v v
Scored property Collect all scored
set (1 call) property sets
|
report-writer agent
|
┌───────────┼───────────┐
| | |
Daily Report Weekly Marketing
(Mode 1B) Report Intelligence
+ Cards Log (Mode 2)
AE CALL SCORING TRACK
CLAUDE.md
|
Detects AE mode from user request
|
┌───────────────────┼────────────────────┐
| | |
Mode 9: Direct Mode 10: Batch Mode 11: Calibrate
(single AE call) (week + deal review) (AE score overrides)
| |
ae-score-call skill Spawn ae-call-scorer
| agents in parallel
v |
AE scored property Deal Synthesis
set (1 call) (composites per deal)
|
+ CRM weekly dump
|
ae-report-writer agent
|
┌─────────────┼─────────────┐
| | |
Rejection Loss Funnel Health
Audit Autopsy + AE Coaching
Core principle: Score once, report many times. The transcript is read and scored exactly once. Every downstream report reads from the scored property set.
| Mode | Trigger | What it does |
|---|---|---|
| 1 | Single transcript submitted | Score one SDR call |
| 1B | Day's transcripts | Score a day's calls in parallel + daily report |
| 2 | Week's transcripts | Score a week + all reports + marketing intelligence |
| 3 | Knowledge question | Answer from references |
| 4 | Leader disagrees with score | Calibrate scoring rules |
| 5 | Marketing intelligence request | Generate marketing brief from scored data |
| 8 | CRM outcomes available | Reconcile scores vs reality |
| 9 | Single AE transcript | Score one AE value-selling call |
| 10 | AE week + CRM dump | Score AE calls + deal review (rejection audit, loss autopsy, funnel health) |
| 11 | Leader disagrees with AE score | Calibrate AE rules + cherry-pick verdicts |
The engine scores calls against your marketing materials. You need to create these files in references/:
| File | What it contains |
|---|---|
icp-and-pains.md |
Who you sell to, who you don't, buyer personas, pain mapping |
positioning-and-narrative.md |
How you positioned the product, narrative arc |
messaging-matrix.md |
Value props by persona, JTBD mapping |
product-knowledge.md |
Features, pricing, capabilities, limitations |
allowed-claims.md |
What reps can assert (with source), what they can't |
evidence-vault.md |
Case studies, proof points indexed by pain |
differentiation-and-competitive.md |
Competitor profiles, battle cards |
discovery-scoring-protocol.md |
Your SDR scoring methodology and rubrics |
ae-scoring-protocol.md |
Your AE scoring methodology and cherry-pick model |
Don't have these files yet? Use messaging-gpt-builder to create them. It has reasoning scaffolds for each file type that guide you through building strategic, source-tagged knowledge bases. The scaffolds teach thinking, not form-filling.
Each placeholder file in references/ shows the expected structure and links to the relevant messaging-gpt-builder scaffold.
Update the File Paths section in CLAUDE.md to point to where your call transcripts live.
Edit references/discovery-scoring-protocol.md with your scoring rubrics. The engine ships with example rules (Sandler-based), but the methodology is yours to define. Start with the seven rules in the file and calibrate through use.
Open Claude Code in this project directory.
Provide a transcript: "Score this call" + paste or point to transcript file.
"Score all calls from this week"
Point to the folder containing the week's transcripts.
discoveryclaude/
├── CLAUDE.md ← Orchestrator + router (start here)
├── skills/
│ ├── score-call/SKILL.md ← Mode 1: single call scoring
│ ├── score-day/SKILL.md ← Mode 1B: day batch + daily report
│ ├── score-week/SKILL.md ← Mode 2: week batch + all reports
│ ├── calibrate/SKILL.md ← Mode 4: score override handling
│ ├── marketing-brief/SKILL.md ← Mode 5: marketing intelligence
│ ├── reconcile/SKILL.md ← Mode 8: score vs CRM outcome reconciliation
│ ├── observe/SKILL.md ← Self-improving: execution logging
│ ├── inspect-amend/SKILL.md ← Self-improving: inspect, amend, evaluate
│ ├── ae-score-call/SKILL.md ← Mode 9: single AE call scoring
│ ├── ae-score-week/SKILL.md ← Mode 10: AE batch + deal review
│ └── ae-calibrate/SKILL.md ← Mode 11: AE score override handling
├── agents/
│ ├── triage.md ← Haiku pre-scan, flags Tier 2/3 refs
│ ├── call-scorer.md ← Scores one SDR call in parallel
│ ├── report-writer.md ← Aggregates SDR scores into reports
│ ├── ae-call-scorer.md ← Scores one AE call in parallel
│ └── ae-report-writer.md ← Aggregates AE scores + deal review
├── references/ ← Your knowledge base (replace placeholders)
│ ├── discovery-scoring-protocol.md ← SDR scoring rubrics + rules
│ ├── ae-scoring-protocol.md ← AE scoring + cherry-pick model
│ ├── icp-and-pains.md ← ICP, personas, pain mapping
│ ├── positioning-and-narrative.md ← Positioning, narrative arc
│ ├── messaging-matrix.md ← Value props by persona
│ ├── evidence-vault.md ← Proof points, case studies
│ ├── product-knowledge.md ← Features, pricing, capabilities
│ ├── allowed-claims.md ← Verified + forbidden claims
│ ├── differentiation-and-competitive.md ← Competitor profiles
│ ├── vertical-example.md ← Vertical playbook template
│ ├── call-score-schema.md ← JSON schema for SDR scored calls
│ ├── ae-call-score-schema.md ← JSON schema for AE scored calls
│ ├── hubspot-notes-template.md ← SDR CRM notes formatting
│ └── ae-hubspot-notes-template.md ← AE CRM notes formatting
├── db/ ← Database + web app specs (optional)
└── _logs/ ← Self-improving skill observation logs
| Bucket | Criteria | Action |
|---|---|---|
| B1 Rescue | ICP fit + Score < 65 + buying signal + SDR gap | Sales leader acts within 48hr |
| B2 Advance | ICP fit + Score >= 65 | Deal moves to AE |
| B3-PS Route out | Real use case but below ICP size | Route to self-serve/PLG motion |
| B3-DQ Disqualified | No product fit | Remove + flag lead source |
| B4 Benchmark | ICP fit + Score >= 85 | Team training material |
| Segment | Criteria | Action |
|---|---|---|
| A1 Rescue | AE Score < 60 + SDR scored well + deal alive | Sales leader review |
| A2 Advancing | AE Score >= 65 + concrete next step | Coach on gaps |
| A3-VR Valid Rejection | Rejected + cherry-pick score 0-6 | Legitimate DQ |
| A3-CP Cherry-Pick | Rejected + cherry-pick score >= 7 | Escalate with evidence |
| A4 Benchmark | AE Score >= 85 + Value Presentation >= 8 | AE training material |
5 signals, each scored 0-3. Composite 0-15.
| Signal | What it measures |
|---|---|
| Effort | Did the AE actually try to sell? |
| DQ Reasoning | Is the rejection evidence-backed or vague? |
| SDR-AE Gap | SDR scored well but AE rejected. Why? |
| Value Presentation | Did the AE present value or just screen? |
| Pattern | Does this AE reject similar leads repeatedly? |
Verdicts: 0-3 Clear, 4-6 Watch, 7-9 Likely, 10+ Confirmed.
- messaging-gpt-builder creates the knowledge base files this engine scores against. Use it to build your positioning, messaging matrix, ICP, battlecards, and proof points with reasoning scaffolds.
Part of the [Build with Claude Code for PMMs]) series. Built with Claude Code. No code written manually.