By Convo Team • Published July 17, 2026 • Last updated July 17, 2026

Convo ships BANT, SPICED, and MEDDPICC playbook templates, fully editable. During a call, the playbook fills itself: as the prospect mentions budget, timeline, or decision makers, Convo captures the answer under the right question, and you see at a glance what's still unanswered before the call ends. Available on the Professional plan.

Convo LogoConvo
← Back to Help Center

Sales playbooks

Updated July 17th, 2026

A playbook is your qualification framework as a live checklist. Instead of remembering to ask about budget while handling an objection, you watch the answers fill in as the conversation happens, and you see what's still open before the call ends.

The built-in frameworks

BANT

Classic sales qualification: Budget, Authority, Need, Timeline. The default playbook when you start.

SPICED

Modern sales qualification: Situation, Pain, Impact, Critical Event, Decision.

MEDDPICC

Enterprise sales qualification: Metrics, Economic Buyer, Decision Criteria and Process, Paper Process, Identified Pain, Champion, Competition.

Setting up your playbook

  1. Open Settings and select Playbook
  2. Pick a template (BANT, SPICED, or MEDDPICC) to seed your playbook
  3. Make it yours: every section and question is editable, and you can add your own sections, questions, and steps

Each question can carry related questions in the editor: follow-up phrasings (like "When does your budget cycle reset?") you write down alongside the main question, so your team's best discovery questions are captured once in the playbook instead of living in one rep's head.

During the call

  • The live window has a Playbook tab next to the transcript
  • Every call starts with a fresh, unanswered playbook
  • As the conversation runs, Convo checks the latest transcript against your open questions every few seconds and fills in answers it finds: no clicking, no typing
  • Capture is deliberately conservative: Convo would rather leave a question open than fill it with a guess
  • Answered items show what was captured; unanswered ones stay visible with their guidance
  • Before wrapping up, a glance at the still unanswered items tells you exactly what to ask while the prospect is still on the line

Why this matters: qualification frameworks fail in practice because filling them in happens after the call, from memory. A playbook that fills itself during the conversation means consistent discovery on every call, including from reps in their first week.

Availability

Playbooks are part of the Convo Professional plan. On other plans, the Playbook section in Settings shows an upgrade prompt.

Next steps

Need more help?

Visit our Help Center for more articles or contact support at itsconvo.com/contact.

Still need help? Ask AI about this topic

Ask ChatGPTAsk PerplexityAsk Claude