Sales

Sales Meeting Assistant

Learn in 8 minutes how to build your own Sales Assistant to help you improve your sales cycle with every call.

Say goodbye to traditional sales tools (cough, Gong, cough) – Lindy is your all-in-one sales meeting assistant, helping you close deals faster, understand your customers better, and save countless hours on admin.

The MEDDPICC framework is crucial for sales success, but managing it can be time-consuming. Lindy makes this easy by not only capturing perfect sales call notes but also ensuring that no important details slip through the cracks.

Imagine finishing a sales demo:

Your CRM is updated
Your prospect has received a follow-up email
All pertinent call information is sent to you in a Google Doc via Slack
Your team has received key call insights
Next steps and action items are already scheduled on your calendar

How? Lindy seamlessly:

Joins your calls
Extracts key details using the MEDDPICC framework
Collects action items and next steps
Tracks all mentions of competitors
Updates your CRM
Sends a custom feedback report with sales coaching and performance suggestions
Sends a follow-up email to your prospects
Disseminates call insights to your team on Slack

Here's the final flow we'll create in under 8 minutes:

Getting Started

This guide builds on top of the base Meeting Note Taker template, which you can find here. Add this Lindy to your account and navigate to the Flow editor to get started.

Filtering For Sales Calls

First, we'll configure Lindy to join only sales calls, excluding internal meetings that don't require MEDDPICC notes or CRM updates.

(Don't worry, you can still use the Meeting Note Taker here for your other calls)

Lindy will trigger on every Calendar Event then continue to the following step, the Condition. Lindy will only continue if the Condition is met.

The Condition is defaulted to only continue “if the event contains a meeting link”. Because we want Lindy to only join when the meeting is a sales call, we will adjust the prompt to: “one of the attendees is an external attendee (does not contain the user's domain in the email address)”

You can adjust this prompt based on your preferences and how you conduct your sales calls.

After you change the prompt, the Condition should look similar to this:

Create Custom Sales Notes

Click the Google Docs Create Document action after the Lindy Meeting Recorder step.

First, choose where you want your Sales Notes Documents saved in your Google Drive. We recommend you create a Folder specifically for your meeting notes.

Then, you can specify instructions for how Lindy should title each doc in the Title field.

Add a prompt in the Content Field. This is how Lindy is going to use the call transcript and generate notes, using the MEDDPICC framework and custom insights, relevant to your company and sales process.

Below is a prompt we suggest you use (or take inspiration from). Customize where you see fit:

You are an expert sales analyst tasked with extracting critical insights from a sales call transcript. Your analysis should be thorough, precise, and directly based on the information provided in the transcript.
##Header##
Begin with a header containing:
- Account Name or Prospect Name (likely included in the event information)
- Date of the meeting
- Call duration (if available)
##MEDDPICC Framework Analysis##
Provide a detailed breakdown of the MEDDPICC framework elements found in the transcript. For each element, include:
- Relevant quotes from the transcript
- Specific details mentioned
- Any gaps in information that need to be addressed
###Metrics###
- What quantifiable goals or success measures were discussed?
- How does the prospect plan to measure ROI?
###Economic Buyer###
- Who was identified as the key decision-maker?
- Are there indications of other influential stakeholders?
###Decision Criteria###
- What specific technical, budget, or ROI requirements were mentioned?
- Are there any unstated criteria that seem to be influencing the decision?
###Decision Process###
- What steps in the decision-making process were outlined?
- Who are the key individuals involved in each step?
###Paper Process###
- What was discussed regarding contracts or agreements?
- Are there any specific legal or procurement processes mentioned?
###Identify Pain###
- What key challenges or pain points did the prospect express?
- How are these issues impacting their business (e.g., lost revenue, inefficiencies)?
###Champion###
- Who emerged as a potential internal advocate for your solution?
- What motivates this champion to support your offering?
###Competition###
- Which competitors were mentioned by name?
- What specific strengths or weaknesses of competitors were discussed?
##Additional Insights##
###Next Steps###
List all agreed-upon next steps, including:
- Specific actions
- Deadlines or timeframes
- Responsible parties
###Action Items for Rep###
List all tasks the sales rep needs to complete, such as:
- Follow-up communications
- Information or resources to be provided
- Internal actions (e.g., involving other team members)
###Objections from the Call###
List all objections raised by the prospect, including:
- Direct quotes of the objection
- Context surrounding the objection
- Any attempts to address the objection during the call
###Competitors Mentioned###
For each competitor discussed:
- Name of the competitor
- Current relationship with the prospect (if any)
- Prospect's perception of the competitor's strengths and weaknesses
- How the competitor's solution is currently being used (if applicable)
###Key Opportunities###
- Identify potential upsell or cross-sell opportunities mentioned
- Note any expressed future needs or projects
###Rapport Building###
- Highlight any personal connections or shared interests discussed
- Note any humor or particularly positive interactions
##Analysis Guidelines##
- Use exact keywords and phrases from the transcript whenever possible.
- Include all relevant numbers, dates, and specific examples mentioned.
- When appropriate, use direct quotes to capture tone and emphasis.
- Do not summarize or paraphrase when exact information is available.
- If there are gaps in the MEDDPICC framework or other areas, explicitly note them as areas for follow-up.
- Maintain objectivity in your analysis, focusing on facts and observable data from the transcript.
Remember: Your analysis should only include information directly extracted from or clearly implied by the meeting transcript. Do not make assumptions or add information not present in the source material.

Update your CRM

Now we are going to make Lindy do the dreaded part of every sales rep’s workflow, updating the CRM!

Click the three dots on the Chat Send Message action. Click “Replace”.

Search for Hubspot (or your CRM of choice, SalesForce, PipeDrive, Airtable) and select Update Contact (or Deal, Company, Ticket, etc.)

Authenticate your CRM account and switch all fields to “Set Manually”.

You must add a value to the Contact Email (Required) parameter. This is the value Lindy will use to look up a contact in your CRM in order to update the properties.

We recommend using an AI prompt here as Lindy can easily extract the proper value(s) from natural language instruction.

A suggested prompt for this field would be:

“The external attendee’s email address from the Calendar Event”

Because each contact property field is set to “Set Manually”, you can hand-select which properties you want Lindy to update after your call.

You can have three options for each parameter (contact property)

AI Prompt:
- Choose this when you want to give Lindy specific instructions for updating a field.
- Example: "Extract the prospect's job title from the conversation and update this field."
Auto:
- Select this option to let Lindy intelligently update the field based on the call content.
- Lindy analyzes the entire conversation and previous automation steps to infer the appropriate value.
- Example: If company size was discussed, Lindy will automatically update the "Company Size" field accordingly.
Set Manually:
- Use this option to input a specific value that Lindy will always use for this field after a call.
- Ideal for fields that should always have the same value post-call.
- Example: For a "Demo Completed" field (TRUE/FALSE in Hubspot), set it to Manual and enter "TRUE" to mark every call as a completed demo.

Post-Call Report

Because we have perfect documentation after the sales call (from our Lindy Meeting Recording step), we can customize the Slack Direct Message to only include information that would be valuable after the call.

In the Message field of the Slack Send Direct Message action, add this prompt (or take inspiration from):

You are an expert sales coach tasked with analyzing a sales call transcript and providing comprehensive feedback to the sales representative. Your analysis should be thorough, actionable, and focused on improving the rep's performance. Use your expertise to evaluate the call as a top sales manager would, similar to platforms like Gong.

##Call Overview##
Provide a brief summary of the call, including:

Call duration
Overall tone and rapport
Key topics discussed

##Quantitative Analysis##

Total number of questions asked by the rep
Percentage of talk time (rep vs. prospect)
Number of MEDDPICC elements addressed
Number of pain points uncovered
Number of next steps established

##Qualitative Analysis##
###Call Structure###
Evaluate how well the rep:

Outlined the agenda at the beginning of the call
Managed time throughout the call
Concluded the call and established next steps

###Questioning Technique###
Assess the quality and quantity of questions asked:

Were questions open-ended and thought-provoking?
Did the rep ask follow-up questions to dive deeper?
Were questions strategically used to uncover pain points and needs?

###MEDDPICC Framework Application###
Evaluate how effectively the rep uncovered and addressed each MEDDPICC element:

Metrics: Did the rep identify quantifiable goals or success measures?
Economic Buyer: Was the decision-maker identified?
Decision Criteria: Were specific requirements (technical, budget, ROI) discussed?
Decision Process: Was the buying process clarified?
Paper Process: Were contract and procurement processes addressed?
Identify Pain: How well did the rep uncover and explore pain points?
Champion: Did the rep identify and engage a potential internal advocate?
Competition: Was competitive landscape discussed and positioned against?

###Pain Point Exploration###
Evaluate how well the rep:

Identified underlying pain points
Explored the impact of these pain points on the prospect's business
Connected pain points to the proposed solution

###Solution Presentation###
Assess how effectively the rep:

Tailored the solution to the prospect's specific needs
Used storytelling or case studies to illustrate value
Handled objections and concerns

###Next Steps and Closing###
Evaluate the rep's ability to:

Clearly outline next steps
Gain commitment for future actions
Move the deal forward in the sales process

##Strengths and Areas for Improvement##

Identify 3-5 key strengths demonstrated in the call
Highlight 3-5 areas for improvement with specific, actionable advice

##Overall Performance Score##

Provide a score out of 10, considering all aspects of the call
Briefly justify the score given

##Action Plan##

Suggest 3 specific actions the rep can take to improve their performance in future calls

Remember: Your analysis should be based solely on the information provided in the call transcript. Provide specific examples from the call to support your feedback, and ensure your advice is constructive and actionable.

Prospect Follow-Up Email!

After the Slack Send Direct Message action, click the Gmail Send Email action.

To have Lindy draft an email and ask for your confirmation before sending it, turn Ask for Confirmation on.

In this example, we want Lindy to send a follow-up email to the prospect right after the call without permission, so the toggle is off.

In the “To” field, add the prompt, “the external attendee's email address”.

To ensure you have visibility on the emails Lindy sends to your prospect, add your email address to the BCC field. You can do this by setting the field to “Set Manually” or by adding a prompt, “user’s email address”.

Now we are going to customize the Subject Line and add a prompt to the “Body” field of the email action.

Here is an example Body prompt:

Your task is to draft a concise follow-up email to your prospect, based on the context of their call.

The email should be succinct and highly relevant to the prospect.

Here is an example outline:

"Hey $FIRSTNAME, awesome to catch up just now!

Glad we could review your current outbound process and identify where LinkedIn messaging is falling short. Reply rates are dropping these days, and you’re not the only company feeling that!

Excited for you to trial Kondo this week—I look forward to touching base on Thursday, the 12th at 9:00 AM PST, to debrief on how the trial went.

As promised, I’ll have our CTO send over our SOC2 Compliance and will check in on Tuesday to ensure your team has everything they need.

Thanks again and looking forward to hearing from you."

Note: next steps should always be mentioned in the email. Personalize the email where you see fit.

Sharing Insights with Your Team

After the Gmail Send Email action, click the Plus button under the “After email sent” arrow.

This means, immediately after Lindy sends the prospect a follow-up email, she will proceed to the following step and not wait for a response from the sent Email.

Click the plus button and Add step.

Search for Slack Send Channel Message.

Specify the Channel you want Lindy to share your call insights to and add a prompt in the Message field.

Here is a recommended prompt, but do edit where you see fit:

Send an update to the sales team, extracting key insights from the sales call. Always include:

 - Which competitors were mentioned by name?
- What specific strengths or weaknesses of competitors were discussed?
- What key challenges or pain points did the prospect express?
- How are these issues impacting their business (e.g., lost revenue, inefficiencies)?
List all objections raised by the prospect, including:
- Direct quotes of the objection
- Context surrounding the objection
- Any attempts to address the objection during the call
- Identify potential upsell or cross-sell opportunities mentioned
- Note any expressed future needs or projects
— -
The goal of this message is to inform the sales team about the pertinent details from the recent sales call succinctly because they did not attend the call.

Testing

Test your Sales Meeting Assistant live during your next sales call.

You can see in the thread view each set that Lindy has taken, including CRM fields that have been updated!

Remember, when “Ask for Confirmation” is on, Lindy will not send the follow-up email to your prospect until you confirm and approve the draft in your Lindy thread view.

Final Sales Meeting Assistant Flow:

Scheduling Action Items, Follow Ups and Reminders!

Now that you have a Sales Meeting Assistant fully customized – check out in this guide how you can have Lindy schedule reminders, action items with due dates and follow-up meetings with your prospects.

Guides

Image Recognition

Meeting Prep: 101

Email Responding: 101

Lead Qualification

Calling any API

Web Monitoring