Sales Intelligence

PepoSmart turns every recorded meeting into coaching, deal intelligence, and next-step automation. Once a call is transcribed by AI Meeting Notes, PepoSmart scores your performance, surfaces buyer signals, tracks the health of each relationship, prepares you for the next conversation, and drafts a follow-up email you can review and send. Everything below is built on top of the meeting transcript — no extra setup beyond enabling meeting notes.

What you need first

Sales Intelligence features activate automatically once two things are true:

• AI Meeting Notes is enabled for the event (the recording bot joins the call and produces a transcript). See Meetings & AI Notes.
• An OpenAI key is configured on the server. The narrative analysis, prep-sheet suggested questions, and smart email drafting all use GPT-4o. Without it, PepoSmart still computes the deterministic call metrics and falls back to sensible default content where noted.

Call scoring & coaching scorecards

Every recorded call gets a Call Score from 0–100, calculated from the transcript. The score is the sum of four equally weighted components (25 points each), so you can see exactly where points were won or lost:

• Talk ratio — the percentage of talk time that was you (the host) versus the prospect. The sweet spot is roughly 40–50%; talking too much (or too little) costs points.
• Questions — how many questions you asked, benchmarked to a target of about 10–15 per 30 minutes of discovery.
• Filler words — verbal crutches like "um," "uh," "like," and "basically," counted with a per-word breakdown so you can see your most common ones.
• Engagement — penalizes long monologues and talk dominance, rewarding a balanced back-and-forth conversation.

Alongside the score, each scorecard reports the underlying metrics:

• Talk-to-listen ratio and host vs. guest talk time
• Number of questions asked
• Filler-word count (with a breakdown of which words and how often)
• Longest monologue (your longest uninterrupted stretch of talking)
• Words per minute (speaking pace)

Scores map to plain-language ratings — Excellent (85+), Good (70+), Average (55+), Needs Work (40+), and Poor below 40 — and each call comes with specific, actionable coaching tips based on where you lost points. Across your recent meetings, PepoSmart also aggregates recurring focus areas and raises trend alerts when a metric is improving or slipping compared to earlier calls.

You can set your own coaching targets (target score, talk-ratio band, minimum questions, filler ceiling, and more) to tune the benchmarks to your team's style. Team owners and admins can view aggregated coaching stats for their reps, and you can tag meetings as Won, Lost, Active, or Stalledto unlock win/loss correlation — PepoSmart compares the metrics of won vs. lost deals (once you have at least three of each) to show which behaviors actually correlate with closing.

Deal intelligence & buyer signals

Beyond the numbers, GPT-4o reads the conversation to extract the signals that matter for the deal:

• Sentiment — the overall tone of the prospect (positive, neutral, or negative)
• Buyer intent — how strong the buying signals were in the conversation
• Objections detected — concerns and pushback raised during the call
• Competitors mentioned — other vendors the prospect referenced
• Deal risk — a risk read (surfaced as Low / Medium / High) so at-risk deals stand out
• Highlights & lowlights — standout moments and missed opportunities, with the relevant transcript excerpt
• Key topics discussed

These signals feed the analytics dashboard, the Call Prep Sheet, and (when connected) your CRM. When a HubSpot or Salesforce account is linked, PepoSmart can also suggest deal-stage updates based on the conversation — always for your review before anything is written back.

Meeting analytics dashboard

The analytics dashboard rolls your scored meetings up into trends over time. It shows your average call score, average talk ratio, questions per call, fillers per call, longest monologue, and speaking pace across a rolling window, plus a day-by-day performance trend so you can see whether you're improving. Team owners and admins can view the same rollups per rep and compare performance across the team.

Relationship intelligence (Contacts)

PepoSmart maintains a running relationship record for every person you meet with, keyed to their email. After each meeting the contact's history is updated, giving you a single view of the relationship:

• Meeting history — total meetings, total time spent, and first/last meeting dates
• Average meeting score across all your calls with them
• Sentiment trend — how the tone has moved over your recent conversations
• Key interests — the topics that come up most often
• Commitments — promises made in both directions, tracked as pending, completed, or overdue

From these signals PepoSmart assigns a relationship health label — Growing, Stable, Declining, or At Risk. A relationship is flagged at risk when recent sentiment turns negative or when too much time passes without a meeting, and a dedicated "needs attention" view highlights at-risk contacts and anyone with overdue commitments so nothing slips through the cracks.

Call Prep Sheet

Before a call, open the Call Prep Sheet to walk in fully briefed. PepoSmart gathers everything it knows about the person you're about to meet and assembles:

• Previous-meeting summaries — recaps of your recent calls with this contact, including sentiment, call score, and key topics from each
• Open action items — commitments still owed to this contact from earlier meetings
• CRM deal context — the associated deal name, stage, value, open objections, competitors, and a risk read (pulled from a connected HubSpot or Salesforce account)
• Coaching reminders — personalized nudges based on your own recent weak areas (for example, "talk ratio has been high—ask more questions")
• Suggested Questions — 3–5 specific, tailored questions to ask on the call

The Suggested Questions are generated by GPT-4o using the contact's actual history — their previous meetings, the CRM deal (including open objections and competitors), any open action items, and your coaching focus areas. Because they draw on real context, they reference what was actually discussed rather than reading like a generic checklist. If no OpenAI key is configured (or generation fails), the sheet falls back to a set of solid default discovery questions.

AI follow-up emails

After a meeting wraps and the transcript is analyzed, PepoSmart identifies the primary next step you committed to and drafts a follow-up email tailored to it. The draft type is chosen from the meeting's action items — for example:

• Send pricing — when you promised to send pricing or a quote
• Send proposal — when you committed to a formal proposal
• Send demo link — when you offered demo or trial access
• Schedule follow-up — when another meeting is needed (with a personalized booking link)
• Send resources — when you promised to share documents or links
• Answer a question — when a question was left open
• General follow-up — a thank-you and recap that's always available

Each draft comes pre-written with placeholders to fill in — things like the actual pricing details, the proposal link, or the demo URL. PepoSmart won't let you send an email that still has a required placeholder unfilled, so a raw [PRICING_DETAILS] token never reaches your prospect. Drafts are sent through your own configured SMTP so they come from your address.

Drafts move through clear statuses so you always know where each one stands: Pending (newly generated, awaiting review), Reviewed (you edited it), Sent, Discarded (you chose not to send), and Failed (a send attempt errored). You can edit, regenerate, discard, or send each draft from the meeting's Actions tab or the central Follow-ups page.

Availability

All of the Sales Intelligence tools on this page are available on every paid plan, starting with Starter. The pieces that read from or write to a CRM — live deal context in the Call Prep Sheet, deal-stage suggestions, and syncing action items as tasks — require a Professional plan or higher, since CRM integrations begin at that tier. AI recording volume also scales with your plan. For the full breakdown, see Plans & Billing.

Need Help?

Questions about coaching scores, deal intelligence, or follow-up drafts? We're here to help:

• Meetings & AI Notes — how recordings, transcripts, and analysis work
• HubSpot and Salesforce — connect a CRM for deal context and task sync
• Plans & Billing — what's included on each plan
• Frequently Asked Questions
• Contact Support