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Theme Spotter - How To Question

  • February 24, 2026
  • 2 replies
  • 17 views
J
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I have a need and am not 100% sure which AI option to use.   I have two BDRs that are performing well above another.   For clarity, the two BDRs are doing inboud.   They have 48 MQLs this month and 7 and 6 closed won opportunities so far.   The other BDR has 45 MQLs and one closed won opportunity.  

I have created a filter to pull just their inbound calls from this month.   I am trying to find out what they first two are doing that the last isn’t.   I think Theme Spotter is my answer but I can only pick from a predefined list of questions.    I want different information.   Should I be using Theme Spotter?   It seems as thought I should but I can’t get it to do what I want.   Maybe user error?    

I am open to any/all suggestions.   Thanks for the help!  

2 replies

Nisha Baxi
  • Nisha Baxi
  • Community Manager
  • February 24, 2026

​@jbarrow Yes, use Theme Spotter you’re on the right track but it only answers preset or tracker-based questions, not totally free-form ones.

  • To ask custom questions, first create a custom Smart Tracker for that topic (e.g., “discovery depth on inbound,” “next steps set”), publish it, then it appears as a selectable question in Theme Spotter.
  • Run two analyses on your inbound-this-month filter:
    • One for BDR A+B closed-won calls
    • One for BDR C’s calls
      Using questions on objections, pains, goals, decision criteria, next steps, etc.
  • Compare themes, then listen to 2–3 example calls per rep to turn the differences into 3–5 concrete coaching behaviors for the lower performer.

Here are 4 concrete questions you can use (pick 2–3 that feel most on point for your team). These can be the basis for custom Smart Trackers, which then show up as Theme Spotter questions:

  1. “On inbound MQL calls that turn into closed-won deals, how do reps set and confirm next steps differently than on calls that don’t convert?”

  2. “On inbound MQL calls, how do top-performing reps run discovery (types and depth of questions) differently than lower-performing reps?”

  3. “On inbound MQL calls, how do top-performing reps handle objections and concerns differently from lower-performing reps?”

  4. “On inbound MQL calls, how do top-performing reps connect the prospect’s stated pain to our solution and value, compared with lower-performing reps?”

Use your existing inbound-this-month filter, run one analysis for A+B and one for C, and compare the themes for whichever of these questions you choose.

 

Let me know if this helps!

Head of Community, Gong
J
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  • jbarrow
  • Author
  • Community Newbie
  • February 25, 2026

​@Nisha Baxi Thanks so much for the info here, much appreciated.   I appreciate the context around creating a smart tracker and all the suggested questions.   Super helpful.   Just so I am clear, that will only give me insight into the specific question.   Is there another tool within Gong to look at the call(s) in their entirety and compare?   If the answer is no, that’s OK, I just want to make sure I am using the right tools for the job.   Thanks again for the detailed response.   Joe

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