Track playbook progress in your deal pipeline

  • Updated on Mar 26, 2025
  • Published on Jul 1, 2024
  • 2 minute(s) read
  • Amanda Zatman
  • Shoshana Brickman

Silhouette of a person standing, representing human figures in various contexts. All team members

Diamond.png Forecast Essentials*

Deals > Pipeline

If you’re new to playbooks in Gong, read this article before you get started, for tips and best practices.

Follow these guidelines to get the best experience using playbooks directly on your deal boards:

  1. Find your playbook. Open a deal board and look for the playbook column. It will be the name of the playbook your company uses. For example, MEDDICC, SPIN, or BANT.

    Pipeline overview showing deal amounts, activities, and MEDDICC scores for sales management.

  2. Open up the playbook for the relevant deal. Click on any letter on the board to open up the playbook as a panel on the right. Here, you’ll see every element with a notes field and any AI suggestions.

    Overview of Playbook metrics and decision criteria for business development strategies.

  3. Complete your playbook elements. Each element in the playbook is represented by the first letter of its name and appears in one of four possible statuses. Let's take a closer look at what each one means and the next steps you can take to stay on track:

White

No manual notes have been added for this element, and Gong’s AI source hasn't identified anything relevant in prospect interactions. We recommend these steps:

  • Review the element description by clicking ? beside the element name, to see how to best fulfill the requirements, including suggested questions to ask during calls and demos.

  • Once you’ve added a note, click Save. Your element status will now change to light blue.

White with a star

No manual notes have been added for this element, but Gong’s AI has suggested content. You'll see it displayed under the note field. Here’s what you can do:

  • Under AI Suggested note, you can view Gong's recommendations.

  • When you hover over a suggested note, a chevron icon will appear. You can click the chevron to view the sources for that note.

  • You can also listen to the specific moment in the call by clicking on the date and the call will open in a new window at that timestamp.

    listen to the specific moment in the call by clicking on the date and the call will open in a new window at that timestamp.

  • Copy and paste the suggested note into the note field or use it as a springboard for writing your own note.

  • Click Save. Your element status will now change to light blue.

Light blue

A manual note has been added by the rep, which may or may not have been created using AI suggestions. The final step is to review the content and validate the comment by checking Mark as validated. Your element status will now change to dark blue.

Whether the sales rep or manager can validate the content depends on your company's process.

Dark blue

The note in this element has been validated by either the sales rep or manager, depending on your company’s process. This indicates that the element is complete and confirmed.

Note:

Only people with permission to edit the deal can save notes. If the element is synced with your CRM, you’ll need to have CRM sync permissions to save a note to your CRM.

*The features available to you depend on your company’s plan and your assigned seats.

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