If you’re running B2B sales, you know the “discovery” part of the process can feel like Groundhog Day. Same questions. Same note-taking. Same risks—someone drops the ball, and you lose the thread with a promising lead. Automating discovery workflows sounds like the dream, but most tools either overpromise or require a PhD to set up. This guide is for sales teams, ops folks, and sales leaders who want to make discovery actually work—using Cuvama.
Forget sales hype. Here’s how to set up real, useful automation in Cuvama, what to watch out for, and how to avoid turning your process into a Frankenstein monster of forms and checkboxes.
What is Cuvama (and Who Actually Needs It)?
Let’s get this straight: Cuvama isn’t magic AI, it’s workflow software built for B2B sales teams that need to standardize and scale value selling. If you’re a solo founder, you probably don’t need it. But if you have a sales team that’s tired of hunting for discovery notes in Slack, Notion, and a dozen Google Docs, Cuvama can help.
Cuvama’s pitch is that it guides reps through structured discovery conversations, captures info, and syncs it back to your CRM. If you want to automate repetitive parts without losing the human touch, read on.
Step 1: Map Out Your Discovery Process First (Don’t Skip This)
Before you even open Cuvama, get your current discovery process on paper (or the digital equivalent). This isn’t busywork—it’s about not automating a mess.
- List your core discovery questions. What do your best reps always ask? What’s just filler?
- Identify the “must-haves.” What info absolutely needs to be captured for a deal to progress?
- Spot manual handoffs. Where do things slip through the cracks—handover to solutions engineers, lost notes, unclear next steps?
Pro tip: Talk to your reps and actually watch a few calls. The gap between what you think happens and what really happens is always bigger than you expect.
Step 2: Build (or Clean Up) Your Discovery Templates in Cuvama
Cuvama lets you build custom discovery templates. This is where most teams overcomplicate things—don’t.
- Start with your “must-have” questions. Less is more. If you make reps fill in 25 fields, they’ll just tick boxes to get you off their back.
- Use branching logic sparingly. Yes, Cuvama supports conditional questions, but don’t build a choose-your-own-adventure that only you can follow.
- Make it conversational. Phrase questions how your reps actually talk, not like a survey.
What works:
- Templates with 6–10 core questions, plus a few optional follow-ups.
- Clear labels for required vs. optional fields.
- Fields mapped directly to CRM objects (so you’re not double-entering data).
What doesn’t:
- Tempting as it is, don’t try to capture every possible scenario. Reps will rebel, or worse, fake the data.
Step 3: Automate Data Capture (But Don’t Lose the Human Context)
This is where Cuvama shines—collecting info during a live discovery call and syncing it automatically.
- Set up integrations with your CRM (e.g., Salesforce, HubSpot). This is usually a few clicks, but double-check field mappings.
- Test the sync with a dummy deal. Nothing kills morale like reps entering data that vanishes into the ether.
- Encourage reps to use Cuvama live, not after the fact. It keeps the conversation focused and reduces “I’ll fill this out later” syndrome.
Watch out for:
- Over-automation: If you try to automate every nuance, you’ll end up with a rigid process that annoys both reps and prospects.
- CRM mismatch: Make sure your Cuvama fields match CRM fields exactly—otherwise, you’ll have sync issues or useless data.
Step 4: Automate Follow-Ups and Next Steps
Discovery isn’t just about asking questions—it’s about what happens next. Here’s how to automate that without turning your process robotic.
- Set up automated task creation in your CRM. After a discovery session, trigger tasks for next steps based on responses (e.g., “Book demo,” “Send pricing”).
- Use Cuvama’s playbooks to suggest tailored follow-ups. These can nudge reps to send the right resource or bring in a specialist if certain needs are flagged.
- Automate reminders for incomplete discovery. If a session is missing key info, set up a gentle nudge to finish it—don’t just let it rot in the pipeline.
Don’t bother with:
- Overengineered “automated email sequences” for discovery. This is still a high-touch part of sales—keep automation in the background, not front-and-center for the buyer.
Step 5: Make Discovery Insights Visible (Without Spamming Everyone)
The best part of automating discovery is surfacing insights—what’s working, what isn’t, and where deals get stuck.
- Set up dashboards in Cuvama (or your CRM) for deal health. Show which deals have completed discovery, what needs are trending, and where things stall.
- Automate sharing key insights with the team. Weekly digests work better than daily “activity” emails that everyone ignores.
- Tag deals that need special attention. Use automated flags for deals missing critical info so managers can jump in early.
What to ignore:
- Vanity metrics. No one cares how many questions a rep asked—focus on outcomes, not activity.
Step 6: Train Your Reps—Then Iterate, Don’t Set and Forget
Automation only works if people use it. And they won’t if you dump a new process on them with zero context.
- Run short, live demos for reps. Show how Cuvama fits into their workflow, not just yours.
- Gather feedback after 2–4 weeks. What’s slowing reps down? Which questions do they skip? Adjust templates and automations based on real usage.
- Keep it flexible. Discovery in B2B sales is part art, part science—you’ll never automate 100%, so don’t try.
Pro tip: Highlight time saved or deals moved faster thanks to automation. Reps care about what helps them, not what’s “industry best practice.”
Common Pitfalls (And How to Dodge Them)
Here are the traps most teams fall into when automating discovery in Cuvama:
- Trying to solve for every edge case. Build for the 80%, not the rare unicorn deal.
- Automating before simplifying. Don’t automate broken processes—fix them first.
- Over-relying on automation. You still need good salesmanship. Automation helps, but doesn’t close deals.
- Ignoring rep feedback. If reps hate the process, they’ll work around it. Listen and adjust.
Wrapping Up: Keep It Simple, Iterate Fast
Automating discovery in Cuvama can save your team hours and give you way better deal insight. But don’t fall for shiny dashboards or endless “optimization.” Start with the basics, get real feedback from your reps, and improve as you go. The best automation is the stuff your team actually uses—so keep it obvious, keep it lean, and don’t be afraid to cut what isn’t working.
Now, go delete a few fields from your template. Trust me, you won’t miss them.