SonarMeeting Intelligence
Rehearse the call. Then take it with backup.
Before the call, Sonar turns Scout's dossier into a buyer who pushes back the way this buyer has grounds to. During the call, it listens and surfaces the qualifier you have not asked, the objection you walked past, and the commitment nobody put a date on. It never speaks, and it never hides that it is there.
- Pipeline
- Stage 10 — the conversation
- Input
- The account's dossier, then the call
- Never
- Speaks, hides, or stores audio
Cues surfaced
- From the dossier
She called the renewal “a formality”. The tender notice puts the category back out to market.
Dossier 03 · notice HF-40912 · retrieved 18d ago
- Not yet asked
Nobody has said who signs above the approval threshold.
Dossier 07 · recorded as unresolved before the call
- Objection passed
“We looked at this two years ago and it was too heavy.” You moved on after nine seconds.
Unaddressed · transcript 09:58–10:07
- Not yet asked
The problem is still adjectival. No cost, no hours, no volume attached to it.
Impact qualifier not yet established
- Commitment
“I can loop in the COO.” No date was attached, so this is not a next step yet.
Say it back with a date before the call ends
Qualifiers established
- Problem named by them, not by you
- Impact quantifiedDescribed three times, counted zero times
- Owner of the outcome identified
- Approval threshold establishedDossier could not establish it either
- Timeline confirmed by themQ4 was named by you, not by her
- Next step with a date
Flagged past two thirds. It is a count, not a verdict.
Transcript only. Audio is discarded as it is transcribed, and Sonar never joins the call as a speaker.
Illustrative record from the fictional account this site follows across all three products. Arvyn has no customers, so no real call, company or person appears anywhere on this site.
What it listens forfour conditions, nothing else
Four narrow conditions, checked continuously.
Each cue fires on something checkable against the transcript or against the dossier — never on a vibe. That is why they can be trusted at speed: you have a second and a half to read something mid-sentence, and an ambiguous prompt in that second is worse than silence.
One revolution, four bearings. Bring a cursor onto the field and the patrol hands over to you.
Not yet asked
A qualifier on the ledger is still open this far into the call.
Objection passed
A concern was raised and the topic changed within a few seconds.
From the dossier
Something said on the call contradicts a sourced claim in the research.
Commitment
An offer to act was made with no date attached to it.
Everything else the call contains is left alone. No sentiment score, no engagement meter, no advice about your tone.
A diagram of the four conditions, not a recording. No call, company, person or score appears in it.
Position
The one stage a machine cannot take off your hands.
Everything before stage ten can eventually run without you. The conversation cannot, and Sonar is not built on the pretence that it will.
Nexus earns the meeting and Scout tells you who you are meeting. Sonar exists for the twenty minutes after that, which is where a well-targeted pipeline still routinely goes to die: the qualifier that never got asked, the objection that got a polite nod, the offer to help that nobody put a date against.
It is a coach, not an autopilot. The distinction is not modesty — it is the reason the cues are useful. A system that could take over would have every incentive to tell you it was going well.
Back into the loop
What the meeting produced returns to Nexus as an outcome against the evidence that sourced the account. That is how the scoring learns which buying signals actually precede conversations worth having.
- 01Understand the businessYour site, your deck, your own wordsNexus
- 02Define the ICPSegments, sizes, regions, buying committeeNexus
- 03Build the candidate universeThousands of companies, none contacted yetNexus
- 04QualifyShould we contact them — not can weNexus
- 05Score the buying windowObservable evidence only, each one citedNexus
- 06PrioritiseThe shortlist, capped on purposeNexus
- 07Find the decision-makerDiscovered, then verified before useNexus
- 08Research the accountThe cited dossierScout
- 09Write and sendPer-account brief, sending windows, repliesNexus
- 10Take the conversationRehearsal first, live coaching secondSonar
- 11Learn from the outcomeEvery reply re-weights the scoringNexus
The hand-offdossier → persona
You have already had this call once.
Scout's dossier does not arrive as a PDF you skim on the way in — it is the material the rehearsal buyer is constructed from, so the pushback you practise against is pushback this company has actual grounds to give you.
What the research established
- Q4 renewal, named in a public tender notice
- Revenue operations function created nine days ago
- No CRM detectable on the public estate
And what it could not
- Budget owner, approval threshold, decision date
How the persona uses it
- Challenges inference drawn from the job advert
- Concedes the tender notice, because it is public
- Defends the incumbent — a switch lands on her desk
And inherits the gaps
- Deflects all three, exactly as she would on the day
Priya Nandakumar
Head of Revenue Operations · nine days in post
Built from DOS-4471 · 7 sections · 23 sources · gaps inherited
Defends the incumbent, because a switch lands on her desk in her first quarter. Will not confirm the renewal date. Rejects any claim about her stack that you cannot evidence.
- You
I saw you've just created a revenue operations function. Teams usually do that right before a renewal.
- Priya
That is a great deal of inference from a job advert.
Persona drawing on dossier 02 — the role is new to the company
- You
Fair. The tender notice for your transport management category is public, and it names Q4.
- Priya
The notice names a window. It does not tell you what we have decided, and I am not going to.
Dossier 07 — decision date recorded as unresolved, so the persona deflects it
- You
Understood. If you did decide, who would sign it off?
- Priya
Why would I tell you that on a first call?
Dossier 07 — budget owner recorded as unresolved, so the persona holds it back
Debrief
- Evidenced instead of insistingYou met the pushback with a public source rather than repeating the inference. That exchange is the reason the call continued.
- Impact never quantifiedThe problem was named three times and never given a number, an hour count or a volume. There is nothing here she could take to the COO on your behalf.
- Approval threshold droppedThe dossier flagged this as unestablished before you started. You asked once, accepted the deflection, and never came back to it.
- No dated next stepThe rehearsal ended without a date on anything, which is the most common way a good first call becomes no second call.
The rehearsal is only worth anything if the buyer is this buyer.
On the call
It tells you what you have not asked, not what to say.
A live assistant that feeds you sentences produces a seller reading aloud, and every buyer can hear it. Sonar watches the shape of the conversation instead: which qualifiers are still open, what got raised and dropped, and what was said that the research contradicts.
QUAL10
The qualifier ledger
Six things have to be true before a first call has produced anything: the problem is named by them rather than by you, the impact is counted rather than described, someone owns the outcome, the approval path is known, a timeline is confirmed by their side, and a next step carries a date.
Sonar keeps that ledger open on the right of your screen and marks each item as the conversation establishes it. Nothing on it is a score. It is a checklist of things you either know or are about to be surprised by.
- Editable
- The six are a default; teams change them per motion
- Carried
- Open items travel to the debrief and to the next call
- Not shared
- The ledger is yours. It is not reported upward
RUN10
How it actually runs
Sonar joins as a named, visible participant on Google Meet, Zoom or Microsoft Teams, and reads the meeting’s own closed-caption stream. Transcription runs on infrastructure Arvyn operates rather than being posted to a third-party speech API, and the audio is discarded as it is transcribed.
It is visible in the participant list to everyone in the room, with a name that says what it is. A coaching tool that conceals itself from one side of a conversation is a recording device with better marketing, and it would fully deserve the reaction it eventually got.
- Attends as
- A named participant, never a hidden listener
- Speech
- Closed captions, transcribed on our own infrastructure
- Audio
- Discarded in flight. Only text can persist
- To the CRM
- Qualifier outcomes and the next step. Not the transcript
Specification
Rehearsal, call, debrief.
Including the answers to the questions a security review asks second.
On the debrief
The debrief goes to you and stops there. No performance rating, no leaderboard, no export to a manager. A coach that reports on you is not a coach, and you would stop being honest with it inside a week.
Rehearsal
- persona source
- The account's dossier. Findings and gaps both, so the buyer deflects what the research could not establish.
- drills
- Cold open, discovery, objection handling, or the full call end to end.
- pushback
- Set per run, from cooperative to actively hostile. It does not adapt to flatter you.
- output
- A transcript and a debrief listing what landed and what was missed, against the qualifier ledger.
- voice or text
- Both. Voice runs in the browser; no app, no download.
On the call
- platforms
- Google Meet, Zoom and Microsoft Teams.
- how it attends
- As a named, visible participant. It appears in the participant list to everyone on the call.
- transcription
- From the meeting's own closed-caption stream, processed on infrastructure Arvyn runs.
- audio
- Never stored. It is transcribed in flight and discarded.
- who sees cues
- Only you. Cues render in your browser and are not shared with the call, your manager, or the CRM.
- latency
- Cues surface within a few seconds of the moment that triggered them.
After the call
- debrief
- The qualifier ledger as it stood at the end, the cues you acted on, and the ones you did not.
- to the CRM
- Qualifier outcomes and the agreed next step. Not the transcript, not the cues.
- to Nexus
- Whether the meeting happened and what it produced, as an outcome against the evidence that sourced it.
- retention
- Transcript retention is a workspace setting, and deletion is immediate on request.
Limits
What Sonar refuses to do.
A tool that sits inside a private conversation between two people has to be legible about what it is. Most of these refusals are about that, and none of them are waiting on a roadmap.
It will not speak on the call
Sonar has no voice and no way to acquire one. It listens and it writes to your screen. The conversation stays between the people who agreed to have it.
It will not hide that it is there
It attends as a named participant, visible to everyone in the room. A coaching tool that conceals itself from one side of a conversation is a recording device, and it would deserve the reaction it got.
It will not store audio
Speech is transcribed in flight and discarded. What persists is text, under a retention setting you control, deletable on request.
It will not write you a line to read
Every cue is a question you have not asked or something the buyer said that you let pass. Scripts read as scripts, and the moment a seller starts reading, the buyer can hear it.
It will not score you for your manager
There is no performance rating, no leaderboard, and no export of your cues to anyone else. A coach that reports on you is not a coach, and you would stop being honest with it inside a week.
It will not coach the other side
The buyer's words are used to help you ask better questions. They are not modelled into a profile of that person, and nothing about them leaves the account record.
It will not predict the outcome
No win probability on a live conversation. The number would be invented, you would feel it, and it would change how you behave in the last five minutes for no good reason.
It will not rehearse a company it has not read
Without a dossier, the persona would be a generic sceptic, and practising against a generic sceptic teaches you to handle objections nobody in this deal is going to raise.
What gets you to the call
Sonar is the last stage, and it is only as good as the two that put the meeting in the diary.
Decides which twenty companies are worth a conversation at all, and takes what this call produced back into its own scoring.
Read the Nexus page
Produces the dossier this rehearsal is built from — including the gaps the persona will refuse to fill in for you.
Read the Scout page
Have the call once before you have it.
Fifteen days. Rehearse against a real dossier, take the live version with the qualifier ledger open, and read the debrief before you write the follow-up.