Sales Playbook — Discovery Call
The prompt
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Why this works
Including unit economics (ACV, sales cycle, CAC) in the playbook context ensures the qualifying criteria are calibrated to what's actually worth pursuing — a $10k ACV SaaS company should qualify out quickly, a $100k ACV company should invest more in thorough discovery. The good vs. bad call examples section produces the most actionable content in the playbook — concrete contrast makes behaviour change more likely than abstract guidance. Separating the discovery script from the playbook prevents the document from becoming a script that kills authentic conversation.
Risks & review
Discovery call playbooks need to be validated by top performers who can confirm the qualifying criteria and question frameworks reflect actual deal patterns, not theoretical ones. A playbook built without rep input often includes questions that sound right in theory but feel unnatural in real conversations. Run a draft review session with your top 2-3 reps before finalising.