The Sales Playbook feature in Spiky Pulse helps sales teams track whether key qualification topics and questions are being covered during meetings. By selecting a framework, Spiky Pulse automatically evaluates your meeting against the chosen methodology — giving your team clear, actionable feedback on what was addressed and what was missed.
Supported Frameworks
Spiky Pulse supports four industry-standard sales playbook frameworks:
BANT — Budget, Authority, Need, Timeline. A foundational qualification framework for determining whether a prospect has the budget, decision-making authority, a genuine need, and the right timeline to move forward.
SPIN — Situation, Problem, Implication, Need-Payoff. A consultative selling method focused on understanding buyer needs through four categories of structured questions.
MEDDIC — Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion. A B2B framework designed to help sales teams rigorously qualify opportunities and navigate complex buying processes.
MEDDPICC — Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition. An extension of MEDDIC that adds Paper Process and Competition, suited for enterprise sales cycles with procurement steps and a competitive landscape.
Using Sales Playbook in Meeting Analysis
After your meeting is processed, navigate to the Sales Playbook tab in your meeting analysis.
Select a playbook framework from the list.
Spiky Pulse will analyze the meeting transcript and mark each key topic as achieved (covered) or missed.
Click on any topic to expand it and see the relevant transcript excerpts where it was discussed.
You can also sync your Sales Playbook results directly to your CRM. See Automate Your Note Taking with CRM Auto Sync for details.
Using Sales Playbook in Real-Time
Sales Playbook is also available during live meetings via Spiky Whisper (real-time meeting assistant). While a meeting is in progress, the Playbook tracks your conversation in real time and surfaces which framework topics have been covered so far — so your team can adjust mid-call.
For details on accessing the Playbook during a live call, see Real-Time Coach.
The Playbook feature in Real-Time Coach is available only for Premium and Enterprise plan subscribers.