Kolena AI Agent
Sales Call & Voicemail Analysis
Turn a sales call or voicemail transcript into CRM-ready deal signals, objections, next steps, and a clean disposition - with a verbatim quote on every finding.
Impact
Call and voicemail notes, deal signals, objections, next steps, and a CRM disposition that a rep otherwise types up by hand after every call - produced in minutes per call, so far fewer calls go un-logged and follow-ups are not missed
per call
Volume fit
Works best for
BD and brokerage teams making or taking dozens to hundreds of calls and voicemails a week, where manual call notes and CRM logging are the bottleneck and calls go un-logged
Too small for
a rep handling a handful of calls a week who logs each one by hand in a minute
Typical inputs
Documents
- Sales-call transcript (one per call, from a call-recording or transcription tool)
- Voicemail transcript (inbound or outbound message left)
- Optional: prior call notes or the existing CRM record for context
Systems
- Call recording / transcription platform (for example a dialer or conversation-intelligence tool)
- CRM
- Task or activity management
Output
A structured call analysis - a call overview and participants, a call-type and intent classification, a conversation summary, a topics table, a deal-signals table, a BANT-style qualification table, an objections table, an overall sentiment call, a commitments-and-next-steps table, a CRM-field-updates table, an action-items table with owner and due date, and a call disposition
Delivered to
- CRM contact and opportunity records
- Task / follow-up queue
- Pipeline and activity reporting
What it extracts
· 13 fields
- Form
Call Overview & Participants
The call-level frame - direction, channel, live-call-vs-voicemail, date/time/duration if stated, the rep and counterparty, the counterparty's role and party, the property or deal referenced, any callback details, and transcript quality - so a reviewer can orient before the analysis.
- Classification
Call Type
What kind of interaction this is - inbound or outbound prospect call, cooperating-broker call, follow-up, inbound or outbound voicemail, scheduling call, or not a BD call - so calls and voicemails route and report correctly.
- Form
Conversation Summary
A grounded summary of the call - purpose, a short narrative, key discussion points, the asset or deal context, decisions reached, and open questions - with two-way fields marked Not applicable for a voicemail.
- Classification
Primary Call Intent
The counterparty's dominant intent - explore selling, explore buying, request a BOV, discuss a live deal, financing, leasing, relationship-building, scheduling, or referral - the opportunity type at a glance.
- Table
Topics Discussed
The distinct topics the call covered, one per row, each tagged by category (property, pricing, market, financing, timeline, motivation, relationship, process, logistics), who raised it, and how thoroughly it was covered.
- Table
Deal Signals
The buy-side and sell-side intelligence BD cares about most - interest, timing and urgency, price and valuation expectations, financing readiness, motivation, holdings, competing representation, and decision authority - each with a strength and a verbatim.
- Table
Qualification Assessment
The opportunity scored against a BANT-style lens (Budget, Authority, Need, Timeline) plus Fit, one row per dimension, with what the call established, a Confirmed/Partial/Not-covered status, and the follow-up needed to close each gap.
- Table
Objections & Concerns
Every objection, concern, or stall the counterparty raised, by category (price, timing, fees, trust, market, competition, process), how the rep responded, whether it was resolved, and a verbatim - the coaching and follow-up gold.
- Classification
Prospect Sentiment & Engagement
The counterparty's net sentiment and engagement toward the opportunity, from very positive to very negative, weighing the whole conversation - with Not enough signal for voicemails or very short calls.
- Table
Commitments & Next Steps
What each party committed to or agreed during the call, one per row, with the owner (rep, counterparty, both), the timeframe, the type (send OM/BOV, schedule, send LOI, introduce, callback), and whether it was firm or tentative.
- Table
CRM Field Updates
The CRM-ready updates the call supports - contact, company, role, lead source, opportunity type, deal stage, asset, asking price, timeline, next action date, notes - one row per field the call actually establishes, with source and confidence, so a rep can update the record without re-listening.
- Table
Action Items
The call turned into a discrete, assignable task list, each item with an owner, a due date or timeframe, a priority driven by deal-signal strength, and the signal or objection it addresses.
- Classification
Call Outcome & Disposition
The single call disposition that captures the result - meeting scheduled, proposal/BOV/LOI requested, qualified-advance, nurture, info sent, callback requested, voicemail left, not interested, wrong number, or needs manual review - so the pipeline and reporting stay clean.
Prerequisites
- A transcribed call or voicemail (the analyzable unit)
- Recording captured in compliance with applicable call-recording consent law
- The CRM field set the team wants updated, so the CRM Field Updates map cleanly
Human review
A BD rep or sales manager reviews the disposition, the CRM field updates, and the action items against the transcript before they are pushed to the CRM or worked; voicemails and low-quality transcripts are flagged for a human read.
Where it fits
Sales-call intelligence and CRM enrichment (business-development call review)
Prospecting and inbound activity - a BD rep or broker places or receives calls (or gets voicemails) with owners, investors, and cooperating brokers; the call is recorded and transcribed, producing one transcript per call or voicemail
This step
Call and voicemail analysis - summarizing the conversation and extracting intent, deal signals, qualification, objections, sentiment, commitments, CRM updates, action items, and a disposition
After
Who uses it
Grounded in
- BANT qualification framework (Budget, Authority, Need, Timeline) - originated at IBMverified as of 2026-07-22
- MEDDIC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) - developed at PTCverified as of 2026-07-22
- Call disposition taxonomy for CRM logging (standard sales-operations practice) - a fixed, mutually-exclusive picklist of call outcomes that drives CRM status and follow-up routingverified as of 2026-07-22
- Federal call-recording consent, 18 U.S.C. Sec. 2511(2)(d) (one-party consent); state all-party-consent statutes (e.g., California, Florida, Illinois)verified as of 2026-07-22
- Broker Opinion of Value (BOV) - standard commercial-real-estate valuation/listing-pitch instrumentverified as of 2026-07-22
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