The generational split
Gen 1 (circa 2022): transcript search, keyword spotting, monthly manager reports.;;Gen 2 (2026): real-time in-call prompts, autonomous MEDDPICC scoring, direct CRM writeback, pre-emptive deal-risk alerts
What to buy
- 5+ AEs: Gen 2. Below that, a lightweight recorder plus AI summarizer is enough.
How to evaluate
Ignore the demo. Give the vendor your last 20 recordings and ask for the writeback delta they'd produce. That's the test.