{"id":45852,"date":"2023-12-19T06:00:00","date_gmt":"2023-12-19T14:00:00","guid":{"rendered":"https:\/\/www.gong.io\/?post_type=patterns-lab&#038;p=45852"},"modified":"2024-07-03T10:31:23","modified_gmt":"2024-07-03T17:31:23","slug":"here-are-the-5-best-sales-insights-of-2023","status":"publish","type":"patterns-lab","link":"https:\/\/www.gong.io\/fr\/resources\/labs\/here-are-the-5-best-sales-insights-of-2023\/","title":{"rendered":"The best sales insights of 2023"},"content":{"rendered":"<block-post-template class=\"Block PostTemplateBlock\" block-id=\"f47439\" data-block=\"f47439\">\n\n<div class=\"Block-wrap PostTemplateBlock-wrap\" slot=\"content\">\n<div class=\"Block-content PostTemplateBlock-content\">\n<block-post-hero active__trigger=\"mounted\" class=\"Block PostHeroBlock\" block-id=\"db228b\" data-block=\"db228b\">\n\n<div class=\"Block-inner PostHeroBlock-inner\" slot=\"content\">\n<div class=\"Block-content PostHeroBlock-content\">\n<block-post-hero-content class=\"Block PostHeroContentBlock\" block-id=\"cbb3f6\" data-block=\"cbb3f6\">\n\n<div class=\"Block-inner PostHeroContentBlock-inner\" slot=\"content\">\n<div class=\"Block-link PostHeroContentBlock-link\"><svg width=\"6\" height=\"10\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M5 9 1 5l4-4\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linejoin=\"round\" aria-hidden=\"true\"><\/svg><a href=\"\/resources\/labs\/\">Back to labs<\/a><\/div>\n\n<div class=\"Block-byline PostHeroContentBlock-byline\">\n<div class=\"Block-avatar PostHeroContentBlock-avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/secure.gravatar.com\/avatar\/d79ba54c8e1d4e40e22863f05f55b886?s=56&#038;d=mm&#038;r=g\" width=\"56\" height=\"56\" alt=\"Dan Morgese\"><\/div>\n<p class=\"Block-author PostHeroContentBlock-author\">Dan Morgese<\/p>\n<p class=\"Block-role PostHeroContentBlock-role\">Director, Content Strategy and Research at Gong<\/p><\/div>\n<\/div>\n<\/block-post-hero-content>\n\n<block-post-hero-social class=\"Block PostHeroSocialBlock\" block-id=\"cfe333\" data-block=\"cfe333\">\n\n<div class=\"Block-inner PostHeroSocialBlock-inner\" slot=\"content\">\n<div class=\"color-violet Kicker mb-none Block-kicker PostHeroSocialBlock-kicker\">Share<\/div>\n<div class=\"Block-content PostHeroSocialBlock-content\"><div class=\"SocialMedia\">\n\t<ul role=\"list\">\n\t\t<li>\n\t\t\t<a href=\"https:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https:\/\/www.gong.io\/fr\/resources\/labs\/here-are-the-5-best-sales-insights-of-2023\/\"\n\t\t\t\ttarget=\"_blank\" rel=\"noreferrer\" aria-label=\"LinkedIn\">\n\t\t\t\t<i class=\"fab fa-linkedin-in\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t\t<li>\n\t\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https:\/\/www.gong.io\/fr\/resources\/labs\/here-are-the-5-best-sales-insights-of-2023\/\" target=\"_blank\"\n\t\t\t\trel=\"noreferrer\" aria-label=\"Facebook\">\n\t\t\t\t<i class=\"fab fa-facebook-f\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t\t<li>\n\t\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https:\/\/www.gong.io\/fr\/resources\/labs\/here-are-the-5-best-sales-insights-of-2023\/\" target=\"_blank\"\n\t\t\t\trel=\"noreferrer\" aria-label=\"Twitter\">\n\t\t\t\t<i class=\"fab fa-twitter\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/div>\n<\/div>\n<\/block-post-hero-social>\n\n\n<\/div>\n<\/div>\n<\/block-post-hero>\n\n<block-post-body class=\"Block PostBodyBlock\" block-id=\"a05a7e\" data-block=\"a05a7e\">\n\n<div class=\"Block-inner PostBodyBlock-inner\" slot=\"content\">\n<div class=\"Block-featuredImage PostBodyBlock-featuredImage\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"378\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/1280x473_v3-1024x378.png\" class=\"attachment-large size-large wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/1280x473_v3-1024x378.png 1024w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/1280x473_v3-300x111.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/1280x473_v3-768x284.png 768w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/1280x473_v3.png 1280w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/div><div class=\"Block-content PostBodyBlock-content\">\n<block-post-body-content class=\"Block PostBodyContentBlock\" block-id=\"e3cdd2\" data-block=\"e3cdd2\">\n\n<div class=\"Block-inner PostBodyContentBlock-inner\" slot=\"content\">\n<div class=\"Block-byline PostBodyContentBlock-byline\"><div class=\"Block-avatar PostBodyContentBlock-avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/secure.gravatar.com\/avatar\/d79ba54c8e1d4e40e22863f05f55b886?s=56&#038;d=mm&#038;r=g\" width=\"56\" height=\"56\" alt=\"Dan Morgese\"><\/div>\n<p class=\"Block-author PostBodyContentBlock-author\">Written by Dan Morgese<\/p>\n<p class=\"Block-role PostBodyContentBlock-role\">Director, Content Strategy and Research at Gong<\/p>\n<div class=\"Block-bio PostBodyContentBlock-bio\">For over a decade, Dan has provided revenue leaders with data and insights to inform and execute their GTM strategies. As a former analyst at Forrester Research, he worked with hundreds of B2B organizations to measure and improve sales productivity.<\/div><\/div><div class=\"Block-content PostBodyContentBlock-content\">\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<em>This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Revenue Intelligence Platform\u2019s proprietary AI, then share the results to help you win more deals.&nbsp;<\/em><em><a href=\"https:\/\/www.linkedin.com\/newsletters\/gong-labs-6970090281899556864\/\">Subscribe here<\/a><\/em><em>&nbsp;to read upcoming research.<\/em>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nFrom shifting buying behaviors to the best way to personalize your next email.<br><br>We covered a lot in 2023.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe Gong Labs team was hard at work, analyzing millions of sales interactions in the past 12 months to bring you insights that help you win more deals.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIn case you missed any (or just need a refresher), here\u2019s a look at this year\u2019s rundown of the Gong Labs data you found most helpful in the past 12 months.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nUse them to finish the year strong and build a winning sales strategy in 2024.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nHere&#8217;s this year&#8217;s Gong Labs, wrapped&#8230;\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h3\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"eab34a\" data-block=\"eab34a\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h3 Block-title TitleBlock-title\">You made the most of every customer interaction.<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe number of interactions buyers had with sellers decreased in 2022, which meant they completed more of their journey solo. With a <a href=\"https:\/\/www.forrester.com\/blogs\/three-seismic-shifts-in-buying-behavior-from-forresters-2021-b2b-buying-survey\/\">dramatic increase in the number of self-guided interactions<\/a>, they\u2019re doing research, consuming content, and consulting peers and reviews long before they even engage with a rep from a supplier.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIn fact, Gartner found nearly <a href=\"https:\/\/www.gartner.com\/en\/newsroom\/press-releases\/2022-05-17-gartner-says-adaptable-sales-organizations-must-rethink-ther-customer-understanding-engagement-and-operating-models#:~:text=In%20addition%2C%20a%20survey%20of,in%20achieving%20their%20specific%20objectives.\">3 out of 4 buyers<\/a> preferred to make a purchase without ever engaging with a sales rep.&nbsp;\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1080px, 100px)\" block-id=\"c39c6c\" data-block=\"c39c6c\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1080 \\\/ 1080\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/Gong-labs-2023-1-1-1.png\" alt=\"\" :width='1080' :height='1080' ratio=\"1080x1080\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nOur data showed that this decrease in seller interactions was two-fold. In 2022, sales reps had fewer active deals that they were working, while the average number of meetings\/calls per deal had also decreased. Factoring both, on average, reps saw a 36% decrease in the total number of interactions with buyers compared to 2020.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhile these numbers still might be alarming, they actually highlight the critical role a seller continues to have throughout the buyer\u2019s journey.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen buyers do engage with a seller, they are looking to make sense of information consumed during their hours of self-led research. As a rep, you\u2019re helping them contextualize what they\u2019ve heard and read, provide answers they haven\u2019t been able to find on their own and act as a trusted advisor to help them select the best solution for their organization.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThis was highlighted by the substantial increase in average call duration. Virtual sales meetings and calls were 15% longer on average in 2022 when compared to 2020, signaling that the perceived value for buyers is worth their time to make the right decision.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAs we head into 2024, use this to your advantage. Working fewer opportunities allows sellers to shift the focus from quantity to quality. With the ever-growing complexity of the B2B buyer&#8217;s journey, reps can ensure they are multi-threading, driving next steps, and comprehensive in their follow-ups.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h3\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"e0a524\" data-block=\"e0a524\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h3 Block-title TitleBlock-title\">You leveraged competitive mentions as a key buying signal.<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nNo one loves talking about the competition. But when they\u2019re discussed early on, it\u2019s a good thing. (Not so for late-stage mentions, but we\u2019ll get there in a minute.)\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nEarly mentions of the competition increase the odds of winning an enterprise deal by 32% over not discussing the competition:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1080px, 100px)\" block-id=\"e24845\" data-block=\"e24845\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1080 \\\/ 1080\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/Gong-labs-2023-5.png\" alt=\"\" :width='1080' :height='1080' ratio=\"1080x1080\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen competitors are discussed early in the cycle, it&#8217;s a positive signal that the buyer has real intent to buy. Congrats! If they know other players in the space, they most likely are educated on your offering and understand the problem it solves.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAlternatively, if the competition isn\u2019t mentioned early on, that could be a sign that the buyer isn&#8217;t actually serious\u2026 and that the deal might not belong in your forecast just yet. Drill down to assess what\u2019s happening. If the competition wasn\u2019t mentioned, have the rep ask about the buyer\u2019s evaluation process. (Some reps use MEDDICC to ensure their pipeline is truly qualified.)&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nUse this competitive intelligence as qualification criteria in the new year.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h3\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"a008d9\" data-block=\"a008d9\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h3 Block-title TitleBlock-title\">You mastered pricing conversations to close more deals.<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAs deals got more competitive in 2023, nailing a pricing strategy was essential to success. With budgets tightening and increased scrutiny on purchases from finance, it was critical that reps master pricing discussions in order to be successful.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nBut how critical?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWith this increased emphasis on value, our data showed that time spent on pricing conversations and negotiations had increased 62% over the past two years.\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1080px, 100px)\" block-id=\"b9e85b\" data-block=\"b9e85b\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1080 \\\/ 1080\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/Gong-labs-2023-2-1.png\" alt=\"\" :width='1080' :height='1080' ratio=\"1080x1080\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWant to handle pricing conversations with more confidence next year?&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nTake a look at the <a href=\"https:\/\/www.gong.io\/content\/pricing-cheat-sheet\/?utm_campaign=pricing-conversation-cheat-sheet&amp;utm_medium=social&amp;utm_source=linkedin&amp;utm_content=gong-labs-jan-2023\">10 golden rules to follow in any pricing conversation<\/a>. Each is backed by data from Gong Labs to understand what gets deals done, even with price-conscious buyers.\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1240px, 100px)\" block-id=\"d200b7\" data-block=\"d200b7\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1240 \\\/ 310\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/PricingBanner.png\" alt=\"\" :width='1240' :height='310' ratio=\"1240x310\"><\/div>\n<a href=\"https:\/\/www.gong.io\/content\/pricing-cheat-sheet\/?utm_campaign=pricing-conversation-cheat-sheet&amp;utm_medium=social&amp;utm_source=linkedin&amp;utm_content=gong-labs-jan-2023\" target=\"_blank\" class=\"Block-linkOverlay ImageBlock-linkOverlay\"><\/a>\n<\/div>\n<\/block-image>\n\n<block-title class=\"Block TitleBlock is-h3\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c87fae\" data-block=\"c87fae\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h3 Block-title TitleBlock-title\">You talked to more executives than ever before.<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIn 2023, executives became more involved in the buying process. Since 2020, we\u2019ve seen a 55% increase in the number of won deals where VP+ personas participated in one or more sales meetings.\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1080px, 100px)\" block-id=\"c8b8bf\" data-block=\"c8b8bf\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1080 \\\/ 1080\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/Gong-labs-2023-3.png\" alt=\"\" :width='1080' :height='1080' ratio=\"1080x1080\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize has-inherit-color\" style=\"max-width:1240px\">\n\nOur data shows that this executive presence increases the likelihood of your deal closing. In 2022, win rates doubled in deals with CXOs involved compared to those without executive involvement on the buyer\u2019s side.&nbsp;<br><br>Continue to multi-thread deep into accounts and higher up the org chart. It will continue to be critical to close more business.<br><br>Jamal Reimer, an influential mastermind in the enterprise seller community, broke it all down for us earlier this year in an insights-packed <a href=\"https:\/\/www.gong.io\/resources\/webinars\/how-to-win-mega-deals-with-multi-threading-done-right\/\">webinar. Check it out<\/a> and use his secrets to start your year strong.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h3\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"a520fd\" data-block=\"a520fd\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h3 Block-title TitleBlock-title\">You honed your email personalization strategies.<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWith execs getting more involved in deals, understanding how to get them engaged is critical. This includes using the right approach to email personalization. Our data shows that company-based personalization boosts replies from people who are higher up the org chart.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<br>In fact, engaging executive buyers (directors and above) using a company-specific topic <strong>tripled<\/strong> prospecting email reply rates.\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1080px, 100px)\" block-id=\"bc8e8c\" data-block=\"bc8e8c\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1080 \\\/ 1080\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/12\/Gong-labs-2023-4.png\" alt=\"\" :width='1080' :height='1080' ratio=\"1080x1080\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIt makes sense why this works so well with leaders. Consider what\u2019s top of mind for them: They\u2019re responsible for delivering on the business\u2019s strategic priorities. By researching company websites, press releases, and financial reports, you can zero in on their organization\u2019s big bets.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThis approach shows you\u2019ve taken the time to truly understand their needs, which gives you credibility and allows you to showcase how your offering can help them deliver and exceed their business goals.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWith SPAM concerns at the top of many revenue organizations&#8217; minds, mastering email personalization will continue to set you apart from the competition.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h3\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"cadb56\" data-block=\"cadb56\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h3 Block-title TitleBlock-title\">We&#8217;ll see you with more insights next year!<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThere\u2019s no doubt that it has been a challenging year for many sales organizations. But by <a href=\"https:\/\/www.gong.io\/demo\/\">harnessing customer interactions<\/a>, we can derive insights that allow us to replicate success and win more revenue. We hope this data helped make you a better seller in 2023.&nbsp;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<br>From all of us at the Gong Labs team, we hope you have a warm holiday season and a prosperous new year. Happy selling in 2024!\n<\/p>\n\n\n<\/div>\n<\/div>\n<\/block-post-body-content>\n\n\n<\/div>\n<\/div>\n<\/block-post-body>\n\n<block-post-aside class=\"Block PostAsideBlock\" block-id=\"bc69cb\" data-block=\"bc69cb\">\n\n<div class=\"Block-inner PostAsideBlock-inner\" slot=\"content\">\n<div class=\"Block-content PostAsideBlock-content\">\n<block-post-aside-signup class=\"Block PostAsideSignupBlock py-xSmall\" block-id=\"b3e225\" data-block=\"b3e225\">\n\n<div class=\"Block-inner PostAsideSignupBlock-inner\" slot=\"content\">\n<h2 class=\"font-inter Block-title PostAsideSignupBlock-title\"><strong>See the magic of Gong in action<\/strong><\/h2><div class=\"Block-content PostAsideSignupBlock-content\">\n<block-marketo :use-asterisks='false' :use-styles='false' redirect-url=\"\" button-color=\"violet\" button-label=\"\" ga-instance-label=\"\" chilipiper-router=\"\" form-values=\"\" consent-to-processing-text=\"\" consent-to-processing-usa-text=\"\" :has-chilipiper-typ='false' 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slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-25249\" class=\"TheEdgeResourceTeaser post-25249 patterns-lab type-patterns-lab status-publish has-post-thumbnail hentry category-conversation-intelligence category-revenue-intelligence category-sales-engagement category-sales-strategies tag-cold-calling tag-sales-calls tag-sales-engagement tag-sales-strategies tag-sales-tips-and-techniques\">\n\t<a class=\"LabTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/fr\/resources\/labs\/cold-calling-tips\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tMay 3, 2018\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\tEssential cold calling tips: 17 proven techniques for 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