Garba grades each open deal against a sales framework — MEDDPICC, BANT, or SPICED — using your meetings, calls, emails, and notes. Every deal gets a health score (0–100), playbook coverage, sentiment, blockers, and suggested next actions. Scores update automatically as new conversations happen, and the results can sync back to fields in your CRM.
This article explains how the CRM connection works, how conversations get linked to your deals, how to set up deal scoring from scratch, and what every score, chip, and label means in detail.
Deals, pipelines, and stages. Once your CRM is connected, Garba imports your pipelines and stages and keeps your deals up to date — new or changed deals appear in Garba within minutes. Deals from the last 12 months are included, and deals deleted in your CRM are removed from Garba automatically.
How meetings, calls, and emails are linked to deals. Garba uses the contacts in your CRM as the bridge. When a meeting or call participant, or an email sender/recipient, matches a contact in your CRM, that interaction is automatically attached to the deals the contact is associated with. Companies are matched using email domains. The best way to get accurate deal scoring is therefore to keep contacts associated with their deals in your CRM.
What syncs back. Meeting summaries sync to your CRM as activities. With deal scoring enabled, the deal health score and per-criterion summaries can also be written to fields on the CRM deal — so the intelligence is available right inside your CRM.
Go to Setup → Account → Integrations. You need an admin role for this.
Connect — click Connect on your CRM and sign in. You'll be asked to grant access to contacts, companies, and deals.
Connected — once authorized, the card shows a green Connected status.
Deal scoring with full deal sync is currently supported for HubSpot and Pipedrive. Other CRMs (Salesforce, SuperOffice, Upsales, Startdeliver, Planhat) support meeting and email sync.
Go to Setup → Configuration → Deal Scoring.
Scoring framework — choose the framework Garba grades your deals against (e.g. MEDDPICC, BANT, SPICED). Each framework defines a set of criteria, such as Economic Buyer, Decision Criteria, or Identify Pain.
Enable CRM sync — optionally switch on syncing of scoring results to fields on your CRM deals.
If CRM sync is enabled, choose where the results should be written.
Deal health — pick the CRM deal field that receives the overall score. It's written as "Health {score}/100 — {reasoning}" after every score run.
Per-criterion fields — map each framework criterion to its own deal field. Criteria you leave unmapped are simply skipped.
The first scoring run can only learn from conversations Garba can attach to your deals. To get the most out of the backfill, check these before clicking Start scoring:
CRM connected and synced — connect your CRM (Step 1) and give the initial deal sync time to finish. Meetings, calls, and emails can only be linked to deals that exist in Garba.
Contacts on their deals — in your CRM, make sure the people you're talking to are saved as contacts and associated with the right deals. That association is how Garba routes each conversation to its deal — a meeting whose participants aren't contacts on any deal won't contribute evidence.
Email integration enabled — if you want email threads to count toward scoring, the email integration must be connected (Setup → Account → Integrations) so Garba has the emails to begin with. The same goes for your phone system if you want calls included.
Evidence window — the backfill covers conversations from the last 90 days by default. Older meetings and emails stay viewable in Garba but won't influence scores.
Then click Start scoring (or Save when editing). On first setup, Garba backfills your pipeline: it walks through your open deals, links past meetings, calls, and emails to them, extracts evidence against the framework criteria, and scores each deal. This usually takes a while — scores appear on your deals as they come in.
If you later switch frameworks, past evidence stays available for audit, but new scoring uses the new framework's criteria.
Go to Listen → Deals to see all your deals with their scores.
Health — each deal's health score 0–100, color-coded from red (at risk) to green (healthy). Hover for the band, the reasoning behind the score, and the score trend over time.
Qualification — one circle per framework criterion. Fill shows how much is known (empty = not discussed, half = partial, full = confirmed) and colour shows fit (green = favours you, red = against you).
Filters — slice the pipeline by pipeline and stage, owner, team, health range, qualification completion, close date, or stale deals only.
The numbers above the list cover open deals only — Won and Lost deals are excluded:
Weighted Pipeline — each open deal's amount multiplied by its health score. A SEK 50,000 deal at health 60 contributes SEK 30,000. Think of it as a health-weighted view of what the pipeline is really worth.
Total Pipeline — the plain sum of open deal amounts in the displayed currency. If your deals span several currencies, the arrows page through them ("SEK 1/2" means you're viewing the first of two currencies).
Avg health — the average health score across all scored open deals.
Stalled deals — the number of deals with no meetings or emails in the last 14 days and no upcoming meeting booked. A booked future meeting keeps a deal out of the stalled count even if it's been quiet. Stalled deals also get a "Stale" chip on their row.
Click any deal to see the full picture.
Status chips — which framework and version scored the deal, the CRM sync state (e.g. "HubSpot synced"), and the scoring activity (see below).
Deal health — the 0–100 score with its band label. The tooltip explains: health reflects qualification depth, sentiment, engagement, and momentum — independent of any close-date forecast.
Playbook coverage — how thoroughly the deal has been qualified. Items count half once there's evidence, and fully once the prospect confirms — so "4.5 / 8" means four criteria confirmed and one partially covered. Coverage measures completeness only; the circle colour carries fit.
Sentiment — how positive the buyer's signals have been across the deal. Recent meetings and emails count more than older ones; mixed signals show as neutral.
A small +/− delta badge next to any of these numbers shows the change since the previous score run.
0–30 · At risk — qualification thin, signals negative, or a hard blocker present.
31–60 · Developing — in progress, with material gaps.
61–80 · Healthy — well-qualified, positive momentum, no acute blockers.
81–100 · Strong — best-in-pipeline; only execution remains.
Sentiment is measured on a −1 to +1 scale and shown as a label:
Very positive (above +0.6) · Positive (+0.2 to +0.6) · Mixed (−0.2 to +0.2) · Negative (−0.6 to −0.2) · Very negative (below −0.6).
Next to the CRM amount, close date, and stage, Garba shows what the conversations actually support:
AI confirmed — the AI's estimate matches the CRM value (within 1% for amount, within a day for close date, same stage).
AI estimate +15% (or −X%) — the AI reads the amount as higher or lower than what's in the CRM. The tooltip shows the estimated figure and the reasoning.
AI says +10 days (or −X days / ±X mo) — the AI predicts an earlier or later close than the CRM date.
AI: [stage name] — the AI reads the deal as sitting in a different stage than the CRM says.
AI: no estimate — the deal was scored, but the conversations don't reference a concrete number, timeline, or stage to estimate from.
The chips in the deal header tell you where the deal is in the scoring cycle:
Extracting — Garba is pulling signal from a new meeting, call, email, or note. The score refreshes automatically when it's done.
Scoring — new evidence is being merged into the deal score.
Scoring deferred — your team has used today's deal-scoring budget. New evidence is queued and scores automatically once the 24-hour window opens up.
Narrative updating / Generating summary… — the numeric score is in; the plain-English summary, health reasoning, and estimates are generated in a separate pass and land a moment later.
Scored X ago — when the deal was last fully scored; hover for the score history.
The Current status card explains the score in plain language.
Why this health score — a one-line justification of the current score.
Blockers — the top things standing between you and a closed deal.
Next best actions — concrete recommended steps, plus suggested questions to ask the prospect in your next conversation.
If a deal has had no meetings or emails for 14 days (and no future meeting is booked), a No recent activity warning appears here too.
The Playbook scoring card breaks the score down per criterion.
Legend — circle fill shows knowledge (identified / partial / not discussed), colour shows fit (favours us / neutral / against us).
Criterion row — each criterion shows a summary, a fit chip, and four facts explained below.
Knowledge — how much we know. "Identified" means the prospect has confirmed this criterion; "Partial" means there's evidence but nothing the prospect has confirmed yet; "Not discussed" means no fresh evidence at all. This is completeness only — it says nothing about whether the news is good.
Freshness — the age of the newest evidence, measured against the criterion's recency half-life (the same clock the scoring math uses to decay evidence). "Fresh" means recent and near full weight; "Aging" means decay is in progress; "Stale" means the evidence has lost most of its weight and needs re-validating in a new conversation.
Trust — who voiced the evidence. "Customer confirmed" is the strongest; "Mixed voice" means both customer and rep statements exist; "Rep-said only" weighs less in the score and can never confirm a criterion on its own.
Depth — how many evidence signals back this criterion. Expand the row to read them.
Fit is a separate axis from knowledge: it tells you whether the prospect's stance helps or hurts you on this criterion, based on the sentiment of the evidence (−1 to +1). Above +0.2 shows Favours us (green), below −0.2 shows Against us (red), and anything in between is Neutral (grey). If the evidence points both ways within the recency window, the tooltip calls it out as conflicting and shows the positive vs negative count.
Click a criterion to see the evidence behind it:
Evidence card — the exact quote, who said it ("Prospect", "Confirmed in thread", or "From rep"), which meeting, call, or email it came from, and how recent it is. Each card is tinted on the left edge by whether it's positive or negative for the deal.
You can also add your own observations with the Note button on the deal — notes flow through the same evidence extraction and affect the score.
Only open deals are scored — won or lost deals keep their last score.
Calls recorded through a connected phone system count as meetings — in the "Based on" sources, the activity timeline, and the evidence cards.
A criterion only counts as fully "Identified" when the prospect themselves confirmed it; rep-only statements count less and can never confirm a criterion alone.
Recent evidence weighs more than old evidence — each criterion has a recency half-life, and very old evidence fades out of the score.
More content means a more confident score: the "Based on" card shows how many meetings, emails, and notes the score is built from.
A deal counts as stalled after 14 days without meetings or emails — unless a future meeting is already booked.
Scores refresh automatically after each new meeting, call, email, or note on the deal (with rate limits, so a busy deal updates at most a few times per day).
Setting up deal scoring requires an admin role, and the Deals feature must be enabled on your subscription.
