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For revenue leaders

See discovery call quality across your team

The short answer

Grade every discovery call the same way, then read the averages over time. Veracity grades each call when it ends, with a recap and a grade for every question the rep asked. Managers see the team's average call score and each person's, by week, so you can see who is improving and who needs help.

Updated October 29, 2026 · Veracity
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ON THE CALLThe rep gets help

The next question while the buyer talks, answers from company docs, and notes that fill in, MEDDPICC included.

AFTER THE CALLThe call gets graded

A recap with Diagnosis, MEDDPICC, Risks and Improve, and a grade for every question asked.

EACH WEEKYou see the trend

The team's average call score and each person's, week by week.

One call, three places it shows up. The rep sees the first two. Managers see the weekly scores.
01 / What to grade

What does good discovery look like on a call?

Pick a few things you can check on any call, and check them the same way every time. These four come straight from what was said:

  • The cost came before the pilot. The rep found what the problem costs the buyer before offering a pilot or a demo.
  • Follow-ups used the buyer's words, instead of a generic "Can you tell me more about that?"
  • Technical questions got answered on the call instead of being parked for a follow-up.
  • The MEDDPICC gaps are known. After the call, the rep can say which letters are still empty.

The MEDDPICC guide has a discovery question for each letter.

02 / Every question

How does Veracity grade each question?

After every call, the Question Tutor grades each question the rep asked. For a weak one, it gives the sentence they could have said instead.

You asked
Can you tell me more about that?Generic. The buyer gives another general answer.
You could have said
You mentioned five or six plants send the wrong format. What does that do to payroll and comp?It uses the buyer's own fact and asks what it does to the business.

The recap adds Diagnosis, MEDDPICC, Risks and Improve sections. Each rep's rating moves with their call quality and names one thing to work on next.

03 / The weekly view

What does a manager see?

The team's average call score and each person's, by week. A rising line shows calls getting better. A flat or falling one tells you whose calls to sit in on next.

Each rep sees their own recap, question grades and one thing to work on. Ask them to bring those to your one-on-one, so the conversation starts from their own calls.

04 / One set of answers

How do you keep every rep on the same answers?

Upload company documents once and they reach every rep's app. When a buyer asks a technical question, the answer comes from those files and names the ones it used, so a new rep and your most experienced rep answer from the same source.

Each rep runs Veracity on their own computer, beside Zoom, Teams, Google Meet or Webex, or in a meeting in the room.

05 / Questions

Questions, answered

The team's average call score and each person's, by week.
No. The audio is never saved. Veracity keeps a live transcript during the call, encrypted on the rep's computer, and the rep gets a recap and question grades after the call.
Yes. MEDDPICC shows up in the live notes during the call, in the recap after it, and in each rep's rating.
No. Veracity runs on each rep's computer beside Zoom, Teams, Google Meet or Webex, so no bot joins the meeting. Before every call the rep confirms they have consent to record.
Access is by invite. Request access on the homepage, or book a demo. Veracity runs on Windows and Mac.
Keep reading
FeatureCall grading that shows the question you could have askedThe recap, the Question Tutor and the rating.Read → GuideMEDDPICC explained, with discovery questions for each letterWhat each letter means and what to ask for it.Read → For your roleReal-time coaching for account executivesWhat your reps see on the call.Read →

Every call graded the same way.

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