Pipeline review: Use deal boards
Where to go: Deals > Pipeline
Deal boards are designed to be intuitive, especially for seasoned Gong users. Match the deal board to your process. Learn how to get the most out of the Pipeline page.
If this is your first rodeo, head here to get an intro to deal boards. Read on to learn tips on using the board.
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Select a board
Select a deal board from the list of boards at the top of the tab, or create or edit your own to track what matters most to you in your pipeline.
Tip
Check out our recipes for setting up a deal board for renewals, swing deals, or next quarter pipe!
Are you forecasting in Gong? When you set up a forecast board, we automatically generate an associated deal board. You and your team can use this board for pipeline reviews ahead of updating numbers. Generated boards are identifiable because they have a tag on them in the list of all deal boards.
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Select whose deals you want to see
To view hybrid teams (where the people working on a deal roll up to different managers), click
next to the current name, and then click Select multiple teams or members. Add the people or teams to show in your board, and then click APPLY.
Note
When viewing hybrid teams, the ability to navigate up the chain won't be available because your chosen people report to different managers.
If your board is filtered by role, you cannot select team members with different roles.
Also, you cannot subscribe to the view.
PRO TIP: If you want to return to the hybrid view after navigating to another board, find it in the MY RECENT BOARDS section of the search boards list.
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Set the view date range
Choose between predefined periods or your own custom date range
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Filter the board
Deal boards are filtered according to their settings. On top of that, you can filter ad hoc to focus only on deals relevant to your business questions.
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Click Add filter to choose a filter from the list.
Available filters are by CRM field (general, account, and opportunity), and also some Gong AI, such as warnings and score*.
(*If you have Gong Forecast)
You can add as many filters as you like.
Tip
Add a warning filter to see only deals with risks, or a particular kind of risk. Drill down into those deals at risk to get more information.
The warnings available depend on those defined for the board.
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Search for a particular deal
Click
at the top of the account name column, and search for the account name. The board is filtered to that deal.
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Review by preset groups
Deal boards are defined with tabs that group your deals. For example, your board might be set to group deals by stage, status, or forecast category.
Tabs make it easy to group deals by categories, such as stage, status, or forecast category.
Browse the tabs to see what deals sit where. Understand how different reps are managing their pipeline and where you might offer assistance or coaching.
Tip
Set up tabs for forecast categories and review open pipeline weekly to make sure you're on track to target and submit informed forecast numbers with confidence. Learn how
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Group your deals ad hoc
Group deals to gain insights, inform your decisions, and effectively prioritize your pipeline.
Click
at the left of the deal board to expand the Groups panel, and then add up to 2 groups based on Gong or CRM fields.
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Look at deals by account or by team member
Toggle the board view between deals and people on your team.
By deal: See overall pipeline health at a glance by critical deal attributes
By team member: See how your team's numbers rollup per person
Tip
Click the account name to open the account page.
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Sort the board columns
Click the arrows next to a column title to sort the board by that column.
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See more rows on the board
At the bottom of the board, page up and down the board, or choose how many deals to show (10, 20, or 50).
There are two ways that trackers found in calls and emails can be presented in a deal board. This depends on how you defined the trackers. For trackers where you chose an option to include separate columns/trackers for each phrase, each phrase for the tracker will show in the deal board when detected. For example, this is useful for competitor or product names.
For trackers where you didn't choose separate columns/tracker per phrase, a checkmark will appear in the tracker column when detected.
Tip
When you hover over the tracker column, you can see the phrases (where configured), and when they were mentioned. For both phrases and checkmarks, click VIEW SNIPPETS to go to the account page filtered to the exact locations in calls the tracker came up for that deal.
Know at a glance when the next call is scheduled (or not) for each deal.
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Review activity for all deals in the deal board. The timeline includes activities in each deal such as emails, calls, meetings, and other engagement events, (e.g. Highspot and G2).
Within the deal board, you can see deal activity in a scrollable timeline of 3 weeks (up to today). To see a longer timeframe, click the timeline (bubbles) to open the deal panel and review the activity timeline.
Scroll through the activities to see calls, shares, views, emails, and interactions from your favorite tech stack integrations.
Activity by your prospect is represented in red, and yours is represented in purple.
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You can click Review account from the panel to go to the account page and see all activities associated with the account.
Drill into the deals at risk and understand exactly what the risk is, or catch up with the latest interaction on the deal.
The Warnings column is pinned to the left of the board. Hover to see details of the warnings on each deal.
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Click on a deal warning
to open the deal panel on the Warnings tab to see detailed alerts on the deal and suggestions for mitigating the risk.
For example - how long has the prospect been ghosting? When was the last prospect activity? What's your next step?
Go here for more info on warnings and general recommendations on setting them up.
We've made it easier to know how many people are actively engaged in the deal (single-threaded vs multi-threaded), who those people are, and what their activity is.
Tip
How we define contacts: we define contacts as people who are associated with the account, either because they are a contact in your CRM, or because they have the same email domain as the account name.
Bonus: We also recommend contacts who it might be beneficial for you to reach out to and engage in the deal. For more details, see FAQs for recommended contacts.
Some ways to see who's active on the deal:
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In the Contact column of the deal board, hover over the number of contacts to see who was recently active.
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Click the number of contacts to open the deal panel on the Contacts tab, where you can see who is actively engaged on both sides of the deal.
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Click a name in the Contacts tab to see their recent activity, or view the contact details in your CRM or Sales Navigator. Contact activity tracked over the last 21 days is represented in bars:
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No bars: No activity
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One bar: Less than 10 activities
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Two bars: Between 10 and 20 activities
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Three bars: Over 20 activities
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Click on a name in the recommended contacts list and select the data provider you want to get their contact details from.
Note
1. Editing is supported for Salesforce and HubSpot CRMs only.
2. This capability is governed by the 'Update CRM fields in Gong' setting in the permission profile. Ask your Gong admin for permission if you think you should have it.
3. If using the API integration to HubSpot: HubSpot's API does not check user permissions. If someone updates a field in Gong that they don't have permission to update in HubSpot, this restriction is overridden and the change is made in both places.
Update your CRM straight from the deal board by editing inline. Cut down on manual work and keep your CRM up to date and based on reality, by pushing updates from within Gong.
You can update your CRM from Gong in 2 places:
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Within editable fields in the deal board
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In the Update CRM tab when inspecting a deal
The following fields can be edited: Account source, Account industry, Account type, Lead source, Amount, Owner name, close_date, Stage, Probability, Deal type, Opportunity type, and additional custom fields.
Note
The first time, you'll need to sign into your CRM account to use your CRM permissions via Gong.
Gong verifies that your edit can be made in your CRM by checking your user permissions and your company's validation rules. Gong always adheres to your CRM settings.
The change is synced immediately to your CRM, and a green success message appears. If editing within the board, the cell you updated turns green to remind you that you made a change, and remains until you refresh your browser or navigate away from the board.
Go here for our FAQs on inline editing.
Subscribers to the board receive a weekly email digest that shows the board deals with the most risk.
The digest is filtered according to your role, so everyone sees the deals relevant to them, or to their direct reports. Clicking the email, to get to the relevant deal board filtered by risk.
Set up subscribers and observers when creating or editing a board, or click on the deal board.
(Note that subscriptions aren't available when viewing a board for a hybrid team).