Key Takeaways
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2022-23 marks the transition to a post-COVID situation powered by artificial intelligence and automation.
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B2B sales prospects are rapidly gaining ground thanks to sales outsourcing and the use of CRM applications.
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Lead generation is as crucial as managing existing customers through personalized design campaigns.
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Content diversification combined with SEO optimization will continue to improve user experience.
Introduction
Business analysts and entrepreneurs around the globe resonate with Darwin’s theory of biological evolution by natural selection.
They believe that, like a species, business development undergoes a gradual descent with modification to create long-term value. But how can business enterprises thrive without sales?
Businesses that sustained their operations even after the global pandemic relied heavily on technological innovation. Management consulting firms like McKinsey suggest that COVID-19 has indeed transformed B2B sales.
The introduction of remote human engagement has unarguably multiplied even after situations have improved.
This article discusses the top 10 sales trends that will define the evolving sales landscape.
10 Key Sales Trends to Look Out for in 2023
The new year brings an array of hope, especially for B2B sales prospects.
A shift to virtual or hybrid sales strategies suggests that automation and artificial intelligence tools play a major role in reshaping the sales scenario.
Below are some key B2B sales trends that will help exceed sales targets and quotas in 2023.
1. AI Adoption
In 2023, AI adoption is expected to become a major trend in the sales industry.
With the rapid advancement of technology, businesses are looking to automate repetitive tasks and improve their sales processes with the help of AI.
AI-powered chatbots are becoming increasingly popular to interact with customers and generate leads, while machine learning algorithms are used to analyze customer data and predict future sales. Additionally, AI-enabled sales assistants are helping sales reps to identify and prioritize the best leads, and even automate some aspects of the sales process.
Companies are making better sales decisions by using AI-powered tools like Nytro.ai to help train and assist sales reps in all aspects of their job, from initial training to ongoing skill development and make better sense of the collected data and leveraging the same to boost B2B sales performance.
2. Outsourcing Sales
Experts believe that a lack of expertise in B2B sales causes a sharp fall in lead generation.
Many companies engage their account executives in cold calling which is not cost-efficient and can cause scalability issues. Yet numerous businesses often stumble upon a fundamental question – ‘Is sales outsourcing accountable?’
The post-pandemic business situation shows that companies can reap profits despite budget or resource constraints by simply outsourcing their sales processes.
Outsourcing enables your business to improve its sales prospects through symmetric communication and continuous evaluation. The primary objective of sales outsourcing is to identify the ideal product/market fit.
In other words, outsourcing helps businesses realign with their go-to-market strategy thereby prompting salespersons to focus on strategy making. Sales outsourcing guarantees the successful attraction of prospects through specialized sales enablement tools like CRM and sales intelligence software applications.
3. CRM Tools That Matter
What if an emerging business is told that it can handle customer data, automate sales processes, and promote inter-departmental collaboration all in a single platform?
An average business can boost productivity by approximately 34% using a Customer relationship management (CRM) platform.
Moreover, CRM platforms can reduce the sales cycle by 8-14% by making customer data more accessible. CRM platforms help businesses target the right customers, especially for B2B sales and present a bird’s eye view of the potential leads and prospects.
As of 2022, CRM tools have caused a 30% increase in lead conversions and established more sustainable relationships.
4. Boosting Sales Prospects Through a Personalized User Experience
Nothing boosts business revenue more than a positive customer experience.
The post-Covid B2B journey has been highly nonlinear and without a definite personalized approach, surviving this volatile and competitive market is practically impossible.
A personalized user experience can be an effective way to boost sales prospects.
By collecting data on customers and using it to tailor the user experience to their specific needs and preferences, businesses can increase customer engagement and loyalty. Personalization can take many forms, such as recommending products based on browsing history, offering personalized discounts, or providing personalized customer service.
In addition, personalization can also improve the overall user experience by making it more efficient and enjoyable for customers to find what they are looking for.
Personalization can be implemented through a variety of technologies, including machine learning and artificial intelligence. By providing a personalized customer experience, businesses can increase customer satisfaction and ultimately drive more sales.
5. Automation
Nobody could have ever imagined the emergence of an ‘autopilot’ mode in a vehicle before Tesla introduced one.
Automation in technology has led to a drastic reduction in human intervention and finds application in factories, aircraft, and even electronic networking. But can automation fit into your B2B sales process
Statistics show that more than 40% of leading sales leaders have utilized automation in their sales pipeline by successfully interpreting market data.
An analysis by McKinsey shows that automation can find applications in at least 30% of all sales activities. Experts consider automation to be the guiding star of sales pipeline management and sales tracking activities including forecasting and sales analysis.
6. Lead-Nurturing
Experts believe that businesses cannot succeed in raising enough brand awareness until they nurture their leads.
Lead nurturing can not only generate more sales but also minimize costs by up to 33% through automation and creating targeted campaigns. Moreover, it helps develop and retain relationships at each sales funnel stage.
Lead nurturing programs can increase brand awareness and increase click-through rates.
A common lead nurturing technique is to send personalized messages to potential customers and encourage them to interact with your business. This can result in a 23% fall in sales cycles and higher response rates.
Lead nurturing is crucial if you want to survive in a competitive market and not be among the 65% of marketers who miss out on potential opportunities.
7. Content Diversification
Content diversification is becoming an increasingly important trend in sales as we move into 2023.
This approach involves creating and distributing a variety of different types of content across multiple channels and platforms, in order to reach a wider audience and engage with potential customers in different ways.
Some of the key types of content that businesses are using for diversification include videos, podcasts, blog posts, social media updates, e-books, and infographics.
By diversifying their content, businesses can appeal to different segments of their target market, increase their visibility and reach, and ultimately drive more sales.
Additionally, this trend also helps to ensure that businesses can adapt to the ever-changing consumer needs and behaviors, that they are constantly providing new, fresh and relevant content to their audience.
Overall, content diversification is quickly becoming a must-have strategy for businesses that want to remain competitive and see continued growth in the sales landscape.
8. Role of SEO
Search engines like Google use over 200 factors to determine the progress of your online content and simple techniques like targetting the right keywords, on-page optimizations, and more can improve your search ranking by leaps and bounds.
Hubspot reports that intelligent SEO techniques can boost content marketing by 75%. Yet, staying ahead in the Google algorithm is not enough.
Organic research drives more than 50% of website traffic, which can be converted into successful leads. Statistics show that more than 70% of all purchasing research happens online.
Thus, a successful sales conversion requires an SEO-optimized content strategy that appeals to the audience and restores a company’s reputation. So, if you want organic traffic in 2023, focus on creating content that delivers value and is optimized for voice search along with adding visual imagery for increased engagement.
9. Adopting Trustworthy Selling Strategies
Statistics show that most sales teams spend 64% of their time doing non-selling tasks like training, traveling, or any other task that hinders their sales progress.
Moreover, you can lose up to 12% of your annual revenue as a result of making strategies with inaccurate data. Revamp your selling prospects this year by designing selling strategies that actually work!
Business experts from the University of Minnesota suggest that there are four major selling strategies that you can adopt.
A script-based strategy uses a standardized sales pitch while a needs-satisfaction based strategy identifies a potential problem and aims to make personalized sales pitch. You may also consider a consultative selling strategy that uses special expertise to solve a complex issue while a partnership-based strategy involves a collaborative effort between you and your potential client.
Choosing the right sales strategy generally begins with identifying an approach followed by handling and implementing the same depending on customer requirements.
10. Manage Your Existing Customers
While devising strategies to generate high-quality leads surely work in your favor, you always run the risk of losing your existing clients. Reaching out to your existing customers is a valuable resource that can improve your branding and generate more revenue this year.
Data reveals that there is a 5-20% chance of generating a new sales lead while the probability of catering to existing customers is about 60-70%. On average, the customer retention rate is generally below 20% for most businesses.
In short, existing customers help strengthen your base by saving valuable time spent on promotion and marketing. Put stress on design campaigns that maintain your existing customer relationships and outperform your competitors. Online interactions and exclusive offers specifically for existing customers further add to your cause.
Conclusion
‘Growth and comfort do not coexist.’
Hubspot reports that 40% of businesses failed to meet their sales goals during the pandemic.
An even higher number of them barely managed to continue operations after that. With a sharp decrease in consumer demand, sales budgets stiffened despite technology being a major disruptor.
Despite those negativities, 2023 shines brighter, especially for companies looking to revamp their sales prospects. Stop shoving deals that can backfire; adopt measures that are sustainable.
