Kata
A bad call stops feeling
like a good one.
- 10
- dimensions, 1 to 5
- Uplers
- where it was built and used
One call, reviewed
Discovery call · Series A AI startup32 min · placeholder company
Illustrative callPositioning · evidence from the transcriptReframed "we need a contractor" into "you need an owner of the AI stack".
Objections pulled
PriceProcessTrust
Then
Daily: tasks with dates · Weekly: rewrite the weak part of the script · Monthly: new answers into the Objection Library
The record what it is, the problem, what changed
- What it is
- A call-review system I ran after my sales calls.
- Where
- My own calls at Uplers, from late 2025.
- The problem
- I reviewed calls from memory, forgot what worked, and repeated the same mistakes.
- What I built
- Fathom records, Claude scores the transcript on ten dimensions, pulls every objection and writes the next actions.
- What changed
- The difference between a good and a bad call is on paper, and it feeds the script and the objection library.
- What is illustrative
- The sample call. The rubric, prompt and workflow are real.