Whether you’re a Product Manager hunting for feature gaps or a Sales Lead looking for that "killer" talk track, Insights turns hundreds of hours of chatter into your personal strategy roadmap.
🤔 What exactly are Insights?
Think of Insights as your Organizational Brain. Instead of listening to one call at a time, you’re analyzing the "big picture" across your entire team.
It works by separating the voices of your Staff (your team) from your Guests (clients, prospects, or partners) to figure out what’s actually moving the needle—and what’s just noise.
Pro-Tips for better questions:
Target the "Prospect / Client": If you want to know about pain points, ask what the Prospects or Clients are saying.
Hunt for Patterns: Insights loves scale. Use it to find things that happen in 10% or more of your meetings to find the trends that actually matter.
Skip the Jargon: You don't need to be a prompt engineer. Just ask naturally, like: "What are the most common reasons Prospects say they aren't ready to buy yet?".
Use the filters: You will get even more value if you use filters to target specific scorecards, teams or a given period of time.
Use filters to get hyper focused on a specific group of meetings
➿ Set it and forget it: Recurring Questions
The best way to stay ahead is to make Insights work for you while you sleep. You can set Recurring Questions to run automatically every week, month, or quarter.
Weekly: Track the vibe of a new feature launch or a fresh marketing campaign in real-time.
Monthly: Spot if specific objections are trending up or if a new competitor is suddenly popping up in every discovery call.
Quarterly: Pull high-level data for board decks or to decide where to focus your product roadmap for the next 90 days.
Scheduled questions provide insights every week, month, or quarter via email or Slack.
Over time, you’ll gain access to changes and trends in the generated insights, ensuring you never miss out on trending insights.
❓ Playbooks by Role: What should you ask?
🛠 RevOps: The Friction Hunter
Focus: Killing technical blockers and smoothing out the sales process.
"In calls using the Discovery scorecard, what percentage end with a concrete date/time vs. vague 'follow-up' phrases?"
"What specific technical or 'how-to' questions from Prospects cause our team to pause the longest?"
"At what point in the call is pricing usually introduced, and how does the conversation flow change immediately after?"
"How often are we asking 'Who else needs to see this?' on a discovery call?"
"Which procurement words (legal, security, compliance) appear most often in late-stage deals?"
🎓 Sales Enablement: The Performance Coach
Focus: Behavioral patterns and making sure your training actually sticks.
"What is the most common response Sales Reps use when a Prospect says they don't have the budget?"
"Which specific phrases from our latest training session are actually being used by the team?"
"In discovery calls, how often do Sales Reps ask about the negative consequences of NOT solving the problem?"
"What are the top 3 phrases top-performers use to move a Prospect from a 'No' to a 'Maybe'?"
"How many follow-up 'Why' or 'Tell me more' questions are asked after a Prospect reveals a pain point?"
📈 Sales Manager: The Deal Strategist
Focus: Pipeline health, competitor moves, and winning more deals.
"Which competitor names are mentioned most by Prospects, and what is their main reason for considering them?"
"What are the top 3 verbal concerns Prospects raise regarding our standard contract terms or SLAs?"
"How many times did Prospects ask implementation questions (e.g., 'How long to set up?') this month?"
"Are Sales Reps using 'hedging' language (e.g., 'I think,' 'possibly') when Prospects ask about our core features?"
"What specific feature demo causes Prospects to go quiet or show the least amount of engagement?"
📣 Marketing Analyst: The Voice-of-Customer Expert
Focus: Making sure your ads and messaging actually sound like your customers.
"Are Prospects using our 'branded' terms to describe their problems, or are they using different jargon?"
"Which specific benefit mentioned by Sales Reps causes Prospects to say 'That’s exactly what we need'?"
"Which case studies or whitepapers do the team reference most (and which are never mentioned)?"
"What 'triggering events' (e.g., 'We just hired a new lead') do Prospects mention as the reason for the call?"
"Are Prospects entering calls with expectations that match our current website messaging?"
💡 Product Manager: The Roadmap Strategist
Focus: Building features that people actually want to buy.
"What are the top 5 'I wish it could do X' or 'Does it integrate with Y?' requests from Prospects this month?"
"Which specific feature demo leads to the most clarifying questions or 'I don't get it' responses?"
"When a Prospects says 'Competitor X does this better,' what specific capability are they talking about?"
"What is the most common 'workaround' Prospects describe using today to solve their current problem?"
"Which features are Prospects most excited to show to their internal teams after the call?"
Ready to start? Pick a question from the list above and paste it into your Insights bar to see what your meetings are trying to tell you!