What if your company’s greatest strength was actually—in the eyes of your prospects—a glaring weakness?

The revenue team at PandaDoc prided themselves on their simple and transparent pricing. Internally, they touted it as one of their core strengths. 

So when Hugo Macedo, PandaDoc’s senior director of product marketing, was reviewing his Clozd win-loss analysis reports and noticed that “Pricing” showed up as a trending closed-lost reason in several deals, he was confused.

“We think that transparent and simple pricing is one of our benefits—one of our differentiators. And I'm hearing in these conversations something I’d never heard—that our [pricing] can actually be very complex, and [our buyers] don't understand it, and they even lose trust in the deal. ... So, why is this happening?”

Lucky for Hugo, in addition to his win-loss analysis data, he also had access to Gong call recordings. 

He looked at every account that identified “Pricing” as a negative Decision Driver (a factor that impacted a prospect’s decision to buy or not buy) and listened to the sales calls where pricing was discussed.

It didn’t take long for him to realize the problem: The reps weren’t presenting the pricing correctly.

His sellers were overwhelming buyers with too many pricing options. The buyers left their sales calls feeling overwhelmed and confused.

The solution was simple: Hugo and his team re-trained their reps on how to present PandaDocs’ pricing to prospects, offering only the pricing tiers that were relevant to the client’s specific needs.

The issue was fixed overnight, and these “Pricing” issues disappeared as a negative Decision Driver on PandaDoc’s closed-lost deals.

The Clozd-Gong integration

This simple story perfectly illustrates the power of combining Clozd’s win-loss insights with Gong’s sales call recordings.

The new Clozd-Gong integration allows you to see the full lifecycle of your sales deals across your pipeline in one place—on your Clozd dashboard.

The data from your win-loss interviews acts like a signal flare to identify the real issues in your sales process that are preventing you from winning deals. Then, with just one click, you can access your Gong call recordings to help you identify exactly where those issues cropped up during the sales process. 

This empowers leaders to provide valuable, real-time coaching that measurably increases win rates and revenue by:

• Providing deeply personalized training to fix problems that actually caused deals to be lost
• Helping sales teams create a consistent and continually optimized sales experience
• Keeping your reps aligned and operating at peak performance
• Avoiding passing on incorrect tribal knowledge or incorrect messaging
• Onboarding new reps more efficiently and effectively

“Businesses today are burdened by increasing complexity and tightening market conditions,” said Eran Aloni, EVP of ecosystem and business development at Gong. “Clozd’s integration with Gong aims to ease those burdens through increased visibility into where—and why—prospects get held up in the sales process.”

How to use the Gong integration

Once you’ve integrated Gong with Clozd, your Gong call transcripts will be available next to your Clozd win-loss data for a deeper view of why you won or lost a deal.

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You can make comments and tag insights within the transcripts of your Gong recordings, just like you do with your Clozd win-loss transcripts.

 “This integration between Gong and Clozd is a powerful new lever for data-driven sales teams that want to win more,” said Andrew Peterson, Clozd co-founder and co-CEO. “Gong captures what happens on the sales calls, while Clozd captures post-decision buyer feedback. That means Clozd surfaces the hidden factors and considerations that drive deal outcomes that buyers don’t verbalize on sales calls—which closes the loop that Gong opens. It’s the perfect match.

This integration represents the first time B2B leaders have had a comprehensive view of the entire sales cycle—including CRM data, call recordings, and win-loss analysis interview and survey data—for deals across their pipeline all in one place.  

Want to learn more? Click here.