By Convo Team • Published July 17, 2026 • Last updated September 24, 2026
Convo lets sales reps follow a custom qualification playbook during live calls. Add your own questions or customise BANT, SPICED or MEDDPICC. Convo captures answers from the conversation and keeps unanswered questions visible, so the rep can follow up before the call ends. Available on the Professional and Enterprise plans.
Keep your team's qualification questions in view while you talk to the buyer. Build your own sections, questions and steps, or adapt a BANT, SPICED or MEDDPICC template. As Convo captures the buyer's answers, you can see what still needs asking 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
- Open Settings and select Playbook
- Start from a template (BANT, SPICED, or MEDDPICC), or build your own playbook
- 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.
Example: add your own qualification questions
Illustrative example using two custom questions your team might need answered before a pilot. Actual captured wording may vary.
Buyer says: “The pilot needs to work with Salesforce. Our reps need the call notes saved there without copying them over.”
- Which system must the pilot work with?
- Captured: Salesforce, with call notes saved without manual copying.
- Who signs off on the integration?
- Still unanswered: the buyer has not named the person who approves it.
The second question stays open, so the rep can clarify who needs to approve the integration before the pilot starts.
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.
Example: qualify a deal with MEDDPICC
Illustrative excerpt showing three fields from the MEDDPICC template. Actual captured wording may vary.
Buyer says: “Our CFO, Elena, controls this budget. We run a two-week trial, then our sales managers review it. If they recommend buying, Elena makes the final purchase decision.”
- Who has discretionary access to the funds?
- Captured: Elena, the CFO, controls the budget and makes the final purchase decision.
- What is your buying process?
- Captured: Two-week trial, sales-manager review, then Elena's final decision if they recommend buying.
- What criteria will you use to decide?
- Still unanswered: the buyer has described the steps, but not how the trial will be judged.
A useful next question: “What would your sales managers need to see in the trial to recommend buying?”
Use the unanswered field to decide what to ask next, while the buyer is still on the call. For the full deal example and a copyable worksheet, read our MEDDPICC qualification guide.
Availability
Playbooks are available on the Convo Professional and Enterprise plans. On other plans, the Playbook section in Settings shows an upgrade prompt.
Next steps
- Getting real-time suggestions - The rest of the live assistant
- AI knowledge base - Answers from your own documents during calls
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