The Scenario
You are a sales enablement manager at a B2B SaaS company. The quarter just closed and you have been asked to find the pattern in 30 lost deals from Q1 — specifically, what language showed up in the Gong-recorded demos before each one fell through.
Price sensitivity, budget constraints, competitive alternatives, timeline pushbacks. Which of these killed the most deals? Leadership wants the answer before the next product training.
The manual version of this project:
- Open Gong, search for calls from Q1 tagged to lost deals
- Click into each call, read the transcript
- Open an Excel workbook, type a tally
- Repeat 30 times, hoping your keyword counts are consistent
- Two and a half hours later you have covered nineteen calls and your count for "competitor" is probably off by three.
The fast version is one prompt.
The Easy Way: One Prompt in SheetXAI
SheetXAI is an AI agent inside your Excel workbook that reads Gong directly, so you do not have to open a single transcript manually.
Open the SheetXAI sidebar and type:
Fetch call transcripts from Gong for calls that took place between January 1 and March 31 and paste each transcript's call ID, date, duration, and full text into separate rows in this workbook starting in row 2, with headers in row 1. Then for each transcript in column D, scan for the words "price," "budget," "competitor," and "timeline" and count occurrences of each in columns E, F, G, and H.
SheetXAI pulls the call list, fetches each transcript, writes the metadata and text, and runs the keyword scan across every row.
What You Get
A populated workbook tab with one row per call:
- Column A — call ID
- Column B — call date
- Column C — duration in minutes
- Column D — full transcript text
- Columns E through H — occurrence counts for "price," "budget," "competitor," and "timeline"
Sort by column E to find the calls where price dominated. You did not have to read a single transcript to rank them.
What If the Data Is Not Quite Ready
When some transcripts are missing
Gong occasionally has incomplete transcription for short or low-quality audio calls.
Fetch Gong transcripts for Q1 calls. If a transcript is missing or blank, write "NO TRANSCRIPT" in column D and skip columns E through H for that row.
When you want to scope to calls above a deal value threshold
You only care about lost deals where the opportunity was significant enough to investigate.
Fetch Gong transcripts for Q1 lost deals where the deal value exceeds $15,000. Write call ID, date, duration, and transcript text into columns A through D. Count occurrences of "price," "budget," "competitor," and "timeline" in columns E through H.
When you want to split keyword counts by call half
You want to know whether price objections come up early or late in discovery calls.
For each transcript in column D, split the text in half. Count "price" and "competitor" in the first half versus the second half, writing four counts into columns E through H labeled "price-early," "price-late," "competitor-early," "competitor-late."
When you want the full pull, keyword scan, and a written summary in one shot
No pre-built workbook, just a blank tab and a deadline.
Fetch all Gong call transcripts from January 1 to March 31. Write call ID, date, rep name, duration, and full transcript into columns A through E. Skip calls with missing transcripts and write "NO TRANSCRIPT" in column E. Count "price," "budget," "competitor," and "timeline" in columns F through I. Write a 3-sentence summary in cell A1 naming which objection type appeared most and in how many calls.
The pattern: the pull, the scan, and the summary are one ask.
Try It
Get the 7-day free trial of SheetXAI and open a blank workbook tab, then ask it to pull Q1 Gong transcripts and scan for the objection language you care about. The Gong integration is included in every SheetXAI plan. For related workflows, see how to pull call metadata for an Excel pipeline review or the Gong in Excel overview.