Enabling Insights
Built-in sales insights are disabled by default. Here's how to enable them, configure categories, and set up custom classifiers.
Enable Insights
- Go to Settings from the sidebar
- Click Sales & Custom Insights
- Toggle Enable Sales Insights to on
- Select which categories you want to detect
Settings Location
Settings → Sales & Custom Insights → Enable Sales Insights
Built-in Categories
You can enable or disable each category independently. All are enabled by default.
Sales Insights
| Category | What It Detects |
|---|---|
| Next Steps | Follow-ups, scheduling, action commitments |
| Budget Objections | Financial constraints, pricing concerns |
| Authority Objections | Lack of decision-making power |
| Need Objections | Don't need the product/service |
| Timing Objections | Not the right time, delays |
| Pricing Discussions | Quotes, costs, payment terms |
| Challenges & Concerns | Objections, compliance, security questions |
MEDDIC Qualification
Full MEDDIC framework detection for qualifying deals:
| Category | What It Detects |
|---|---|
| Metrics | KPIs, ROI, benchmarks, success metrics |
| Economic Buyer | Budget authority identification |
| Decision Criteria | Must-haves, requirements, evaluation criteria |
| Decision Process | POC, pilot, procurement steps, timeline |
| Identify Pain | Business problems driving the need |
| Champion | Internal advocates for the solution |
Competitor Tracking
Competitor tracking is built in and runs automatically during insight extraction at no extra cost. It detects when competitors are mentioned in your meetings, classifies the context (evaluating, currently using, switching from/to), and assigns a risk level.
To set it up, add your competitors in Settings → Sales & Custom Insights → Competitor Tracking. You can enter names manually or use AI Suggest to auto-detect competitors based on your company description.
See Competitor Tracking for full details.
Custom Insights with Smart Tags
Beyond the built-in categories, you can create custom insight classifiers using Smart Tags. Smart Tags let admins define custom criteria for automatically categorizing meetings — for example, “Deal at Risk”, “Product Demo”, or “Executive Sponsor Present”.
When insights are extracted, Smart Tags are evaluated alongside built-in categories in a single pass. Matched tags appear in the Insights tab with a confidence score, a one-sentence explanation of why the meeting matched, and evidence quotes from the transcript. Tags are also auto-applied to the meeting for filtering in the meeting list.
See Smart Tags to learn how to create and manage custom classifiers.
Internal Domains
Insights distinguish between internal speakers (your team) and external speakers (prospects/clients). By default, this uses the domain from your email address.
If your company uses multiple domains, add them in Settings → Organization → Internal Domains. This helps with:
- Correctly attributing who raised an objection
- Understanding if next steps came from your team or the prospect
- Better context for competitor mentions (prospect vs. rep)
When Insights Are Processed
Insights are extracted:
- Automatically when you generate an AI summary
- On demand by clicking “Extract Insights” in the Insights tab
All enabled categories, MEDDIC elements, competitor mentions, and Smart Tags are processed together in a single pass. Processing typically takes 10-30 seconds depending on the transcript length.
Who Can See Insights?
Insights follow the same access rules as the meeting:
- Meeting owner: Always has access
- Participants: If their email appears as a meeting participant
- Organization members: Based on their permission profile (managers can see team meetings)
- Shared users: If explicitly shared with them