RESOURCE HUB
Each playbook helps reps identify the best next question during discovery, qualification, objection handling, and next-step setting. Use them as written on live calls. Amotions is optional: it can turn the same sequences into private in-call prompts while the seller stays in control.
Published Updated By Pianpian Xu Guthrie, Founder and CEO
Problem it solves
Discovery calls drift into product talk before pain and impact are named.
Best for
BDRs, SDRs, and AEs on first- and second-call discovery.
Listen for
Vague “pain,” status-quo comfort, and “just send me something.”
Problem it solves
“We’ll build it” ends the call before ownership and cost of delay are clear.
Best for
AEs selling platforms, infra, data, security, or internal tooling.
Listen for
Roadmap language, “we have engineers,” and control concerns.
Problem it solves
The contact is engaged, but no executive owns the outcome yet.
Best for
AEs and BDRs in multi-threaded B2B accounts.
Listen for
“I can decide later,” “too early for my VP,” and ownerless mandates.
Problem it solves
Technical lists take over the call before anyone names the approver or the date.
Best for
AEs and SEs on AI, platform, infra, security, and data deals.
Listen for
SSO/residency stacks, day-one integration lists, and unnamed committees.
Problem it solves
Reps rebut the label instead of clarifying the real concern.
Best for
BDRs, SDRs, and AEs who hear price, timing, incumbent, and “my team.”
Listen for
Hard no vs. ranking, unnamed stakeholders, and recap-email closes.
Problem it solves
Calls end on recap emails instead of a named buying process.
Best for
BDRs qualifying follow-ups and AEs advancing mid-funnel deals.
Listen for
Unnamed committees, “next quarter,” and finance-only business cases.
They are short, practical guides for choosing the next question on a live B2B call—discovery, build-vs-buy, executive sponsors, technical constraints, objections, and decision process.
No. Every page is written to be usable from a doc or huddle. Amotions can optionally surface one private prompt so the seller does not have to recall the sequence under pressure.
The nine-stage discovery resource is a full qualification framework. This hub is a set of situation-specific live-call playbooks, including objections and decision process, with in-the-moment examples.
Pick one playbook that matches this week’s call type, practice the three example scenarios, then review one live call against the listen-for list. Expand after the first playbook feels natural.
Private next-best questions during live discovery calls.
Live qualification coaching for pain, impact, mandate, and next step.
Private in-call coaching so the rep clarifies the real concern first.
Live BDR and AE discovery coaching for complex buying processes.
Example next discovery question from a prospect’s last statement.
Live coaching, AI roleplay, and post-call feedback in one platform.
Private next-best questions during live sales calls.
Live sales coach positioning for real-time assistance on calls.
Live objection prompts, rebuttal suggestions, and roleplay.
Nine-stage discovery sequence with mandate decoding and sponsor access.
Phrase-level pages for common buyer pushbacks.
Practice discovery and objection moments before live buyer risk.
Walk through how a playbook becomes private in-call prompts.