Build an AI Discovery Workflow That Converts Calls to Qualified Leads

Dina Boyce

Sales Leader & Founder of Revenue Theory

Turn Better Discovery Calls Into More Qualified Opportunities

Too many sales conversations end with a demo on the calendar but no clear business problem, compelling reason to change, or evidence that the prospect is serious. You get the meeting, but the deal stalls when it’s time to move forward.

This hands-on workshop is for B2B SaaS sales professionals and Founders who want to improve their discovery-to-demo conversion. You'll learn how to use AI to prepare for conversations, ask sharper questions, uncover business impact, identify qualification gaps, and turn call notes into meaningful follow-up at scale.

You'll work through a practical discovery workflow using your real or sample prospect information. You'll leave with a reusable preparation template, a question framework, and a post-call qualification process you can apply to your next sales conversation.

What you’ll learn

Build a repeatable discovery process that uncovers business value, builds buyer trust, and turns insights into actionable next steps.

Research prospects, uncover business priorities, and walk into every discovery call with a strategic plan.

Reduce buyer uncertainty by mapping clear next steps, setting expectations, and building trust throughout the buying journey.

Move beyond surface-level pain to uncover business impact, urgency, and the reasons prospects need to change.

Build a qualification framework and identify gaps so you can prioritize the right opportunities

Turn discovery insights into contextual follow-ups that reinforce business value, build momentum, and move deals forward.

Workshop agenda

Diagnose the Discovery-to-Demo Gap
We'll set the stage with common failure patterns: demos booked without a compelling problem, shallow discovery, and follow-ups that don't advance the deal.
Prepare Smarter With AI
Participants will build a pre-call research prompt from a proven template to research a company, identify likely business priorities, and generate discovery hypotheses.
Design Questions That Uncover Business Value
Participants turn their research hypotheses into tailored questions that explore the current situation, consequences of inaction, desired outcomes, and urgency.
BREAK
Take a 30-minute break to reset and return ready to put these ideas into practice.
Hands-On Lab: Build Your Discovery Plan
Participants use their chosen account or a provided case study to produce a tailored discovery plan, including hypotheses, questions, and the business evidence they need before recommending a demo.
Build the Follow-Up That Moves the Deal Forward
Participants use call notes to draft a concise follow-up that reflects the buyer's priorities, confirms key takeaways, and proposes a meaningful next step.
Assemble Your Workflow
Participants connect their research prompt, discovery plan, qualification scorecard, and follow-up workflow into one repeatable process.
Wrap-Up + Open Q&A
We'll recap the session and you'll have dedicated time for open questions and discussion so you leave ready to put discovery into practice immediately.