Objection & Blocker Tracker
Track the open objections and blockers on a deal and how each has evolved across recent calls, ending with the items most likely to stall it.
Overview
Objection & Blocker Tracker surfaces the concerns standing between you and a deal, and shows whether each is getting better or worse. It runs conversation_intelligence over an account's or contact's recent engagements, lists the objections and blockers raised, who raised each, when, and how it was last left. The output is ordered with the most pressing item first.
For every item the skill assigns a status: newly raised, addressed or resolved, recurring, or escalating. It then traces the evolution across calls. A security concern raised in discovery, partly addressed in the demo, and resurfaced on the last call reads as a trajectory rather than a single note. It records only objections the conversation supports and does not mark anything resolved without evidence it was.
Point it at an account or a contact, by ZoomInfo ID or by a name to resolve, and optionally narrow the focus (just pricing, anything technical, security and procurement). Because it reasons over the last few engagements, it presents recent movement rather than a full deal history. When conversation data is unavailable, it says open objections cannot be tracked rather than reporting that there are none.
What It Does
- Concern extraction: Lists the objections, blockers, and hesitations raised across the recent engagements, each attributed to who voiced it and when.
- Status classification: Marks every item as newly raised, addressed, recurring, or escalating, so its state is clear at a glance.
- Trajectory tracking: Traces how each concern has moved across calls rather than treating it as a fixed line item.
- Evidence discipline: Records only what the conversations support and will not mark something resolved without proof.
- Stall-risk ranking: Closes with the one or two items most likely to hold up the deal, and why they matter most.
Use Cases
Check Open Blockers Before a Forecast Call
Ahead of a forecast review, you need an honest read on what could slip a deal. The skill lists the open objections with their status, flags the procurement concern that keeps recurring, and names the blocker most likely to stall the close, so your call reflects reality rather than optimism.
See How a Concern Has Evolved
A prospect raised data residency early on, and you want to know where it stands. The skill traces the concern across calls: raised in discovery, partly addressed after a security review, resurfaced when a new stakeholder joined. That evolution tells you whether the issue is closing or hardening.
Review Objections Before a Next Call
Before your next conversation with an account, you want a tight list of unresolved concerns. The skill returns the open items, each with who raised it and how it was last left, plus what would move it, so you can plan responses instead of being caught flat.
Skill Definition
The raw markdown Claude uses when this skill is invoked.
--- name: objection-blocker-tracker description: Track the open objections and blockers on a deal and how they have evolved across recent calls. Uses conversation_intelligence over an account's or contact's recent engagements. Identify the account or contact by ZoomInfo ID (preferred) or name (triggers a lookup). Use when someone asks "what objections are still open with Acme", "what's blocking this deal", "how has the security concern evolved", or wants a blocker check before a forecast or a next call. Reasons over the last few engagements only, so it tracks recent movement rather than full deal history. --- # Objection & Blocker Tracker Surface the concerns standing between you and the deal, and show whether each is getting better or worse. ## Prerequisites `conversation_intelligence` requires at least one connected meeting or email source and consumes AI credits. `browse_engagements` (to scope or pick calls) requires an active integration and is free. If no conversation data exists, say so rather than reporting "no objections" (the absence of data is not the absence of objections). ## Input Provided via `$ARGUMENTS`: - **Scope** (required) — an account or contact (ZoomInfo ID, or a name to resolve). - **Focus** (optional) — e.g. "just pricing", "anything technical", "security and procurement". Narrows the read. ## Workflow 1. **Resolve scope.** If no account or contact was supplied, ask the user which one before proceeding. Use a ZoomInfo ID directly, or resolve a name via `search_companies` / `search_contacts`. 2. **Extract objections and blockers.** Run `conversation_intelligence` scoped to the account or contact. Ask it to list the objections, concerns, and blockers raised across recent conversations, who raised each, when, and how it was last left. Keep CI scoped to one ID; it sees only the last few engagements and cannot count or topic-search, so present this as recent movement, not a complete tally. 3. **Track the trajectory.** For each item, classify status: newly raised, addressed/resolved, recurring (keeps coming back), or escalating. Tie each to the source moments. Do not record an objection the conversation does not support, and do not mark something resolved without evidence it was. ## Output Format ### Open objections & blockers — [Account / Contact] *From the last few engagements (through [date]).* For each, most pressing first: **[Objection / blocker]** — `[status: new | recurring | escalating | addressed]` - **Raised by:** [who, when] - **Evolution:** how it has moved across calls (e.g. "raised in discovery, partially addressed in the demo, resurfaced on the last call"). - **Where it stands:** the current state and what would move it. Close with **Most likely to stall the deal** — the one or two items to resolve first, with why. ### When there is no data If conversation data is unavailable, report that open objections cannot be tracked from conversations and point the user to their ZoomInfo admin.
Created by
Rowan Bailey
Senior Director, Product
Provided by
ZoomInfo ↗Capabilities
- Extracts objections, concerns, and blockers raised across recent calls
- Classifies each as newly raised, addressed, recurring, or escalating
- Ties every item to who raised it, when, and how it was last left
- Tracks how a concern has moved across calls, not a static list
- Ends with the one or two blockers most likely to stall the deal