Identifying Dormant Deals with Gong and Clari

B2B revenue teams leverage Gong’s conversation intelligence for historical deal mining and Clari’s forecasting for proactive risk detection, often integrating both to spot and revive stalled opportunities. This approach turns dormant deals—those quiet for weeks or months—into reactivatable wins by combining sentiment analysis, activity tracking, and call insights¹²³.

Gong’s Deal Intelligence: Surfacing Previously Active Deals with Positive Sentiment

Gong enables reps to quickly identify dormant deals worth reviving by providing instant access to an account’s full interaction history, including calls, emails, and content engagement. Teams search for accounts on Gong’s homepage, filter by contacts (e.g., Head of RevOps), and review past positive signals like high sentiment in calls that went quiet. Enterprise Account Executive Brian LaManna revived $1.1M in 2023 closed-won revenue from existing “dead” deals using this method, reducing revival time from hours to under 3 minutes per deal³. Actionable step: Prioritize deals with prior positive sentiment scores above 70% that stalled post-engagement, avoiding generic outreach.

Clari’s Pipeline Management: Spotting At-Risk Opportunities Pre-Dormancy

Clari predicts at-risk deals before full dormancy by analyzing opportunity data and activity gaps, flagging those likely to stall via AI-driven forecasting. It delivers a bird’s-eye pipeline view, highlighting low-activity opportunities across sales cycles to prevent surprises. Integration with Gong feeds conversation data into Clari’s models, enabling direct access to call recordings within deal views for deeper inspection¹². In practice, sales leaders use this in pipeline reviews to catch “deals going south” early—e.g., spotting missing follow-ups—improving forecast accuracy and win rates by intervening before silence sets in.

Integrated Workflow: Gong + Clari for Evidence-Based Reactivation

Platform	Key Dormancy Signal	Revival Action
Gong	Positive sentiment in past calls/emails; full history filterable by contact	Mine recordings for context; craft personalized outreach referencing specific discussion points (e.g., “Revisiting our Q3 talk on RevOps pain points”)³
Clari	Predicted risk scores; activity voids in pipeline	Drill into Gong calls from Clari dashboard; re-prioritize in reviews to assign outreach before full stall¹²
Combined	Conversation insights enrich forecasts	Evidence-based reviews replace rep anecdotes, supercharging sessions to revive 20-30% more at-risk deals¹

Using Call Insights for Personalized Reactivation Outreach

Extract insights from Gong call recordings—e.g., objections, pricing mentions, or competitor references—to personalize outreach months later, boosting response rates 2-5x over generics. Gong’s AI analyzes unstructured data for patterns like sentiment shifts, enabling messages like: “Last call, you mentioned scaling RevOps—here’s how we addressed that post-demo.” LaManna’s playbook: Review filtered history, pull verbatim quotes, and send contextual emails, turning closed-lost into closed-won without multi-tool tab-switching³. For VP/CRO implementation: Mandate weekly Gong/Clari scans for top 20% risk-scored deals; track reactivation velocity (target <7 days) to lift pipeline health 15-25% per quarter¹³.

Sources7

Using Gong and Clari to Surface Reactivation Opportunities

Identifying Dormant Deals with Gong and Clari

Gong’s Deal Intelligence: Surfacing Previously Active Deals with Positive Sentiment

Clari’s Pipeline Management: Spotting At-Risk Opportunities Pre-Dormancy

Integrated Workflow: Gong + Clari for Evidence-Based Reactivation

Using Call Insights for Personalized Reactivation Outreach

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