Why Deal Health Requires More Than Conversations 

AI has entered the sales world in a big way, and most tools are built around conversations. They record calls, summarize meetings, highlight sentiment, and extract keywords. These features help keep teams organized, but they miss many conversations entirely and must infer what happened. They also operate independently of your sales methodology and lack the broader deal context required to guide the seller toward the correct next steps. 

These limitations expose a simple truth.

Conversations alone do not define deal health

Real deal health is shaped by the full opportunity landscape. That includes qualification, stakeholder access, buyer requirements, historical context, internal dynamics, competitive factors, and the seller’s ability to execute the right actions at the right time. None of these lives inside a call transcript. 

This is why Deal Health-AI™ was created. The platform does not rely on conversational fragments to determine deal health. Instead, it evaluates the entire opportunity by combining rep input, account history, buyer documents, call transcripts, and more. This holistic approach gives sellers a complete and accurate view of their deals rather than a narrow snapshot based only on what was said. 

The Limitations of Conversational AI 

Most conversational AI tools in sales focus on activity, not insight. They excel at: 

• capturing meeting notes 

• tracking sentiment 

• identifying common topics 

• highlighting objections or enthusiasm 

• summarizing next steps 

These features are helpful for staying organized, but they do not reveal the real drivers of deal success or failure. They cannot understand what the rep does not know. They cannot evaluate strategic alignment. They cannot diagnose structural risks inside the opportunity. 

Because conversational AI only sees what was said, it cannot tell the seller: 

• Where the gaps are 
• What is missing 
• Whether the buyer has urgency 
• Whether the rep has true access to power 
• How strong the fit is against the buyer’s criteria 
• Where the competitive threats are 
• What the correct next action should be 

Conversations reflect moments. Deals reflect everything. 

Deal Health-AI™ Takes a Different Approach 

Deal Health-AI™ is a deal diagnostic system that evaluates the full opportunity, not just the talk around it. The platform analyzes four critical sources of intelligence to build an accurate picture of deal health. 

1. Rep Input: The Foundation of True Qualification 

Rep input is the number one indicator of deal strength. Deal Health-AI™ uses structured qualification data to understand: 

• business need 

• stakeholder access 

• metrics and value drivers 

• decision criteria 

• process and funding 

• competitive landscape 

• solution alignment 

This reveals what the rep knows, what they do not know, and where the risks live. Conversational AI tools cannot see any of this because it does not come up in every call. 

2. Account History: The Hidden Story Behind the Deal 

Deal Health-AI™ allows sellers to upload Proposals, Statements of Work, quotes, prior meeting notes, and other account documents. These files often contain: 

• historical objections 

• buying behavior patterns 

• relationship maturity 

• decision tendencies 

• context about previous attempts to sell 

None of this appears in a call transcript, yet it plays a major role in deal success. 

3. Buyer and RFP Documents: The Hard Requirements That Define the Outcome 

RFPs, evaluation criteria, scorecards, and requirement documents are some of the most authoritative sources of truth in any deal. Deal Health-AI™ analyzes these to: 

• identify mandatory requirements 

• determine solution fit 

• highlight compliance gaps 

• understand scoring models 

• reveal misalignment before it becomes fatal 

A conversation can hint at these topics, but buyer documents show the full and accurate picture. 

4. Conversations: One Input, Not the Whole Story 

Deal Health-AI™ does incorporate conversations, but treats them as one data source, not the foundation of deal health. In V1, sellers can upload call transcripts directly into the platform, which allows important details from customer conversations to be included in the overall analysis without requiring a full conversational AI integration. 

In future versions, Deal Health-AI™ will support automatic ingestion through integrations with leading Meeting Transcription Software tools. Whether transcripts are uploaded manually or captured automatically, conversations remain one signal among many. Deal Health-AI™ evaluates them in context, not isolation. 

Why This Holistic View Creates Better Recommendations 

Because the platform evaluates the full opportunity, Deal Health-AI™ can deliver something conversational tools cannot offer: precise, actionable recommendations that strengthen the deal. 

Deal Health-AI™ can determine: 

• What is missing 

• Where the risks are 

• What the rep should do next 

• Wow to perform the action correctly 

• When it should be executed 

• Which areas need reinforcement 

• The overall health and viability of the deal 

Other tools summarize meetings. 
Deal Health-AI™ prescribes next steps that move opportunities forward.

From Activity Recaps to Real Strategy 

Meeting summaries help sellers remember what happened. 
Deal Health-AI™ helps sellers understand what must happen next. 

Sales organizations do not need more transcripts. They need deal intelligence that provides clarity, reveals hidden risks, and guides sellers toward strategic execution. They need a system that understands the deal as a whole and recommends the right actions to improve it. 

This is the purpose of Deal Health-AI™. 

The Takeaway 

Conversational AI has value, but it only tells part of the story. 
If you want to improve win rates, strengthen qualification, and create reliable forecasts, you cannot rely solely on what was said in meetings. 

Deal Health-AI™ brings together rep input, account history, buyer documentation, and conversations to deliver a complete, accurate view of deal health. It then prescribes the exact steps sellers need to take to strengthen each opportunity. 

If you want real deal health, you need the full picture. 
Deal Health-AI™ was built to give sales teams exactly that. 

Neil Colstad   

Founder & CEO, Prescriptas   

Creator of Deal Health-AI™ and the Deal Health-MRI™ Framework