Avoma vs Gong: Which Sales Tool is Right For You?

Playbooks Scorecards

Avoma and Gong both offer call scorecards, allowing managers to evaluate sales conversations based on predefined criteria. This enables sales leaders to track rep performance in areas such as discovery questioning, objection handling, and deal progression. Avoma also includes AI-powered scoring, which helps automate evaluation by identifying key conversation elements without requiring manual review. Gong provides similar functionality, ensuring that coaching insights are consistently applied across all recorded calls.

Custom Playbooks

Both platforms allow teams to create custom coaching playbooks, ensuring that training and feedback align with specific business needs. Avoma’s customizable playbooks enable sales teams to define unique scoring criteria and coaching frameworks, allowing managers to focus on what matters most in their industry or sales methodology. Gong provides the same level of flexibility, enabling teams to adapt their coaching materials to match company-specific sales processes.

Template Playbooks

For teams looking to implement structured coaching without building everything from scratch, both Avoma and Gong provide pre-built coaching templates. These templates cover common sales methodologies like MEDDIC and SPIN Selling, giving teams a structured approach to evaluating sales calls. Avoma’s templates can be modified to better suit different call types, ensuring they remain relevant across various sales interactions. Gong offers a similar feature, allowing teams to use standardized templates or adapt them to meet their coaching needs.

Objection Handling

Avoma and Gong both support objection tracking and coaching, helping sales reps improve their ability to navigate tough customer concerns. Avoma’s system detects objection-related keywords and phrases in conversations, allowing managers to review how reps handled challenges and provide targeted feedback. Gong offers a similar feature, surfacing customer objections in real-time and post-call analysis to help sales teams refine their messaging. Both platforms allow managers to pinpoint moments where deals may have been at risk and offer coaching on how to respond more effectively.

Admin Capabilities

Apply Auto-Record of All Meetings in the Team Members’ Calendar

Both Avoma and Gong allow automated recording of meetings, ensuring that important conversations are captured without requiring manual intervention.

In Avoma, administrators can set organization-wide recording preferences to automatically capture meetings based on predefined rules. This includes the option to record all external meetings, all internal meetings, or a mix of both. By integrating with Google Calendar and Outlook, Avoma detects scheduled meetings and joins them automatically. While users have the ability to control their personal recording settings, admins can enforce organization-wide preferences to ensure that key meetings are documented.

Gong provides similar functionality, allowing companies to configure default recording settings that automatically capture scheduled calls across teams. This feature helps maintain consistent record-keeping and compliance without requiring reps to start recordings manually.

Apply Auto-Share of Meetings Recorded by Team Members

Both Avoma and Gong offer automated sharing of recorded meetings, ensuring that sales teams, managers, and other stakeholders have access to relevant conversations without requiring manual intervention.

Avoma allows administrators to define granular sharing rules, ensuring that recorded meetings are automatically distributed to the appropriate teams or individuals. By default, recordings can be shared across an organization or restricted to specific teams, ensuring that internal discussions remain accessible while maintaining control over external meetings. Admins can enforce policies that automatically share recordings with relevant departments, streamlining collaboration and making it easier for teams to access critical information.

Gong follows a similar approach, providing automatic sharing settings that ensure recorded meetings are available to key stakeholders. Like Avoma, it enables administrators to configure who can access recordings by default, ensuring that no important conversations are missed.

Prevent Deletion

Neither Avoma nor Gong allows administrators to prevent users from deleting their own recordings. This means that once a meeting is recorded, the user who initiated the recording has the ability to delete it at their discretion.

In Avoma, there is no built-in setting to restrict deletion rights, meaning that users can remove recordings from the system without administrator approval. While admins have an overview of shared recordings, they do not have the ability to lock recordings to enforce data retention policies. For organizations with strict compliance requirements, this could be a potential concern.

Gong has a similar limitation—recordings are owned by the user who initiated them, and admins do not have the ability to prevent deletion. If a sales rep or meeting host removes a recording, it cannot be retrieved unless a backup exists. This could create challenges for compliance teams or organizations with regulatory retention requirements.

Admin Rights Over All Recordings

Neither Avoma nor Gong grants administrators full access to all recorded meetings.

In Avoma, admin visibility is limited to meetings that have been shared at the team or organization level. If a user marks a meeting as private, administrators cannot override privacy settings to gain access. While this ensures that confidential one-on-one or external calls remain protected, it also limits administrative oversight for organizations that require universal access to all recorded conversations.

Gong follows a similar model, where admins can configure access controls, but they do not have unrestricted access to all meetings by default. Permissions are assigned based on user-defined roles, and if a recording is set to private, admins cannot access its contents unless they have been explicitly granted permission.

Organizational Capabilities

Team Workspaces

Both Avoma and Gong provide team workspaces, allowing organizations to structure access to recordings and meeting insights based on departments, teams, or roles.

In Avoma, users can create dedicated teams, such as Sales, Customer Success, or Product, ensuring that meeting recordings and insights are organized and accessible only to relevant team members. Admins can assign permissions to specific teams, ensuring that sensitive conversations remain within the appropriate department. Analytics and reporting can also be filtered by team, making it easier to track performance at a department level.

Gong offers similar functionality, providing a central hub where teams can access, review, and collaborate on sales calls. Meetings and insights are categorized by team, ensuring that each department can efficiently locate and analyze relevant conversations.

Meetings Library

Avoma and Gong both provide a centralized meetings library, allowing users to store, search, and retrieve past calls for reference, training, and performance tracking.

Avoma’s Meetings Library serves as an organization-wide repository where all recorded calls and meeting notes are stored. Users can search and retrieve past conversations, ensuring that valuable insights from customer interactions remain accessible. Additionally, Avoma includes Playlists, which allow users to curate sets of meetings or key moments, making it easy to create a training resource or review calls grouped by themes, such as product demos or negotiation discussions.

Gong’s Meeting Library provides similar storage and search capabilities, ensuring that teams can quickly access past calls for review and coaching purposes. Gong’s searchable archive makes it easy to retrieve key insights from past sales conversations.

Smart Filters

Both platforms provide advanced filtering capabilities, allowing users to find specific meetings based on various criteria.

Avoma offers extensive filtering options, enabling users to filter calls by date, participant, team, call type, and even keywords tracked within conversations. For example, a manager can filter all “Demo” meetings where a specific competitor was mentioned, allowing for targeted analysis. Avoma’s UI supports saved filters and views, making it easier to navigate large volumes of meetings over time.

Gong provides a similar filtering experience, enabling users to search through recorded meetings based on keywords, participants, call type, and topics. These filters ensure that teams can quickly locate specific interactions without manually scrolling through hundreds of recordings.

Global Search

Avoma and Gong both offer global search functionality, enabling users to search across all recorded meetings, transcripts, and notes within their organization.

Avoma’s Global Search treats the entire meeting database as searchable text, allowing users to find discussions on specific topics, locate important customer mentions, or pull up calls related to a particular deal or project. If a user searches for “contract renewal,” Avoma will return all meetings where that term was mentioned, along with the relevant transcripts and notes.

Gong offers a similarly powerful search function, making it easy to retrieve information from past sales calls and identify recurring themes. Sales managers can search for key deal-related phrases to track how often certain objections arise, or how competitors are being discussed in calls.

Search Within Meetings

Both Avoma and Gong allow users to search within individual meetings, making it easy to jump to specific points within a transcript.

Avoma’s in-meeting search enables users to locate key moments within a conversation, whether it’s a pricing discussion, customer question, or competitor mention. This feature ensures that users don’t have to listen to an entire recording just to find one key moment.

Gong offers a similar search function, allowing users to quickly navigate to specific points in a transcript and focus on the most critical parts of a conversation.

Folders 

Avoma and Gong both provide organizational tools to categorize meetings, ensuring that teams can group conversations by topic, project, or team focus.

Avoma uses Playlists and tags as a way to create collections of meetings. Users can group meetings into custom playlists based on themes such as onboarding calls, deal closings, or customer feedback sessions. While Avoma does not use traditional folder structures, its Playlist feature functions similarly, providing a way to organize, save, and share specific sets of meetings with relevant teams.

Gong offers traditional folder-based organization, allowing users to sort meetings into clearly defined categories. This makes it easy to manage and retrieve specific recordings based on deal stage, meeting type, or project focus.

Support Capabilities

Support in Free Plan

Neither tool has a truly free plan, Avoma offers a 14 day free trial, but the level of support in this appears to be basic. 

Priority Support

Both Avoma and Gong provide priority support for paying customers, ensuring that teams on premium plans receive faster response times and access to direct assistance.

Avoma offers live chat and email support on all paid plans. Higher-tier plans include a dedicated Slack support channel for faster communication. Businesses on lower-tier plans that require a designated Customer Success Manager (CSM) for onboarding, training, and ongoing support must purchase it as an add-on for $2,000 per year. Recurring quarterly training is only included in select plans and is not available across all pricing tiers.

Gong provides priority support for all paid customers, but its documentation does not specify differences in support levels across pricing tiers. While Gong offers customer success resources and training services, it is unclear whether direct support varies based on the plan a company selects.

Revenue Intelligence Capabilities