Discovery Call Playbook

Walk into every discovery call prepared. Score it live. Debrief with AI. Send a follow-up before you close your laptop. Get started — join Bodega Pass

What it is

The Discovery Call Playbook is a complete B2B discovery system in Notion. It covers every phase: pre-call research and prep, a question bank organized by what you need to learn, a live scoring rubric you fill in during the call, an AI-assisted post-call debrief that writes up your CRM notes, and a follow-up sequence that sends while the conversation is still fresh. Build it once, run it for every call.

What's in the playbook

• Question bank (60+ questions) — organized by what you need to learn: pain and urgency, decision-making structure, current approach and incumbent, budget signals, and success criteria. Grouped so you can pick the right questions for each call type without hunting through a list.
• Live scoring rubric — a one-page rubric you fill in during the call: pain severity, urgency, decision authority, budget range, and deal potential. Produces a score and a qualification recommendation at the end of the call — no waiting until after to decide whether to advance.
• AI-assisted post-call debrief — a structured prompt that takes your live notes and turns them into a clean CRM write-up: what was discussed, what the prospect said about their situation, what was agreed, and the next step. 10 minutes of note-cleaning becomes 2 minutes.
• Follow-up sequence (3 emails) — same-day recap with the agreed next step, day-3 value add relevant to what they mentioned, and day-10 check-in if you haven't heard back. AI prompts generate each email from your debrief notes so they reference the actual conversation, not a template.
• Call type templates — tailored question sets for four call types: initial discovery, technical evaluation, stakeholder review, and champion check-in. You don't run the same call for every stage.

Who it's for

• Founders doing their own sales — gives you a framework for running discovery correctly without a sales manager coaching you through it
• SDRs booking demos — turns handoffs into smooth qualification conversations rather than a checkbox before the demo
• AEs who own the full cycle — keeps every call consistent regardless of how many deals are in the funnel
• Agency owners pitching new clients — the same structured call whether you're in month one or year five of running proposals

Why discovery calls break down

Most discovery calls fail for one of three reasons: too much pitching and not enough listening, no structure so the call meanders without getting to what matters, or poor follow-through — notes sit in your head and the follow-up is generic. This playbook closes all three gaps: the question bank keeps the conversation on what matters, the rubric keeps you focused on qualifying, and the debrief plus follow-up sequence closes the loop before the call is cold.

What's included

• Notion template — question bank database, live scoring rubric, debrief workspace, and follow-up tracker, all pre-built
• Step-by-step call guide — what to do before, during, and after every discovery call
• AI prompt set — post-call debrief, CRM write-up, and follow-up email generation prompts
• Four call-type templates — question sets adapted for initial discovery, technical evaluation, stakeholder review, and champion check-in
• Example outputs — a completed scoring rubric, CRM debrief, and follow-up sequence from a real call pattern

Common questions

What is the Discovery Call Playbook?

The Discovery Call Playbook is a complete B2B discovery system in Notion. It includes a 60+ question bank organized by what you need to learn, a live scoring rubric, an AI-assisted post-call debrief that generates clean CRM notes, and a 3-email follow-up sequence generated from the actual conversation.

How long is a discovery call using this playbook?

The playbook is designed for 30–45 minute discovery calls. The question bank covers more ground than a single call needs — you pick the right questions for the specific stage and context. The rubric takes under 5 minutes to fill in during or immediately after the call.

Does this integrate with my CRM?

The playbook is self-contained in Notion. The AI-assisted debrief produces CRM-formatted notes you copy into HubSpot, Salesforce, or Pipedrive. For automated CRM write-back, pair this playbook with the Lead Enrichment Pipeline workflow.

Does the question bank work for SaaS, services, or both?

Both. The question bank is organized by what you're learning — pain, urgency, decision structure, budget — not by product type. The four call-type templates cover the stages common in both SaaS evaluation and longer B2B service cycles.

Can my team use this playbook?

Yes. Every playbook is licensed for team use. Duplicate it into your team workspace and share access. Each rep gets their own call workspace, and shared views give leadership visibility across all active discovery calls.

Join Bodega Pass for access to the Discovery Call Playbook and every other playbook, agent, and workflow in the store.