What is the Framework Analysis?
Framework Analysis works by automatically scanning and analyzing customer interactions, such as emails, calls, and meeting notes. It identifies key topics that are part of a predefined sales framework and tracks whether or not those topics have been discussed in relation to a particular deal. Pod then generates a summary for each topic in the framework, giving reps a clear understanding of what has already been covered and what still needs to be addressed.
How does Framework Analysis work?
Where to find Framework Analysis?
You'll find the Framework Analysis within the Account 360 space.
In the navigation bar, click on Account 360
Select a specific deal or account you're looking to analyze in the top search menu
Select a Framework tab in the Account 360 menu of options.
Data leveraged
Framework Analysis pulls data from multiple sources related to customer interactions, including:
Emails
Meeting transcripts
Call recordings
CRM notes - This data is processed using natural language processing (NLP) and machine learning models to detect the presence of specific topics.
Frameworks available
Pod’s Framework Analysis supports multiple sales methodologies, such as:
MEDDIC - Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion
SPIN - Situation, Problem, Implication, Need-payoff
BANT - Budget, Authority, Need, Timing
Challenger Sales
We will soon allow organizations in Pod to build customer frameworks.
Discussed topics
The tool identifies which topics from the selected sales framework have been addressed during customer interactions.
The topics that haven't been addressed will be highlighted in two places:
In the table of content
On the left of the screen, you'll find a table of contents with the different topics highlighted. The ones with an orange circle right next to it have NOT been addressed.
In the Framework report:
In the report, the cards that have a "Empty" badge right next to them highlight a topic that hasn't been discussed yet.
For instance, it will show whether the "Budget" topic in the BANT framework or "Metrics" in the MEDDIC framework has not been discussed, so you get clarity on these specifically.
Summary of topics
For each topic of the chosen framework, Pod provides a concise summary based on the customer’s interactions. This summary reflects what has been covered and highlights any specific insights or objections raised by the prospect, helping the rep stay informed and focused.
When does the Framework Analysis help?
Framework Analysis helps in several key situations:
Before a sales call: Reps can review which topics from the framework haven't been covered, ensuring they address these in the next interaction.
During deal progression: It helps reps track their progress in relation to a sales methodology, ensuring they follow the process and cover all important points.
Preparing for follow-ups: It highlights gaps and opportunities, allowing reps to prepare targeted and effective follow-up conversations.