9 trends for developing an effective 2023 sales strategy

9 January 2023

There is little time left until the New Year 2023, which means that it is high time not only to review the results of the outgoing year, but also to look into the future and be in it right now with the help of new trends.  

By Kompass International

9 January 2023

  • 2023 Sales Strategy: Trends and Solutions to Be Taken into Account
  • How to Overcome Sales Challenges in 2023
  • Ways and Tips to Boost your Sales in 2023

There is little time left until the New Year 2023, which means that it is high time not only to review the results of the outgoing year, but also to look into the future and be in it right now with the help of new trends.

Sales teams always try to find the most profitable directions for the successful distribution of goods and services. Despite the difficult situation on the market, business continues to evolve, and experts are already predicting trends for the coming year.

In this article we will describe the main digital trends in sales for 2023 and tell you about the stages of building an effective sales strategy.

1. Use of Customer Data Generation Tools

EasyBusiness Sales Accelerator is an efficient technology that segments customer data from an already formed database and then allows them to be processed. With it, businesses can leverage all of their data driven processes, from targeting and lead generation to sales pipeline management and analytics, then synchronize them to create a customized, multi-channel experience.

  • With EasyBusiness, you get a unique database that lists complete and high-quality information about your sales leads, prospects and existing customers.
  • With Sales Accelerator, you can manage your sales funnel and pipeline and build a holistic view of each customer.

2. Sales Reps Engagement

Effective and friendly service is a key aspect of a positive customer experience. Most consumers will reject a brand if its employees are not knowledgeable and can’t answer questions promptly, and unprofessional staff attitude is the most important factor that keeps people from doing business with the company.

It’s important to remember that sales managers are the face of your brand, so focusing on the interaction between them and customers should be part of your sales strategy. That’s why you need to work on their engagement and motivation so that each of them understands and aligns with the brand mission and values.

3. Building an extended sales pipeline

As every good salesperson knows, deals don’t always happen on your schedule – they happen on the client’s schedule. And promising prospects can suddenly “go cold” through no fault of your own. Knowing that not all of them will be realized, you need to have many more prospects in work than you need to meet your revenue goal.

Build a pipeline of opportunities that is 3-5 times more than your revenue goal. Make sure you’re not counting on one or two big deals.

Having an active and qualified list of leads and dedicating time to prospecting is the only way to ensure long-term growth. As you build your list of leads, focus on the criteria for the ideal new customer. Determine what a good customer for your business should be, and continue to prioritize those prospects.

4. Active Customization

Consumers are inundated with messages from multiple channels to the point where they begin to ignore them. Traditional marketing is losing its effectiveness, while customized sales offers that create a real connection between the brand and the target market are drawing attention.

The data collection on B2B platforms with their further processing via SalesAccelerator made it possible to hyper-customize the full cycle of communications between sales teams and potential customers.

5. Non-stop search for new clients

Lead hunting should be an ongoing process, not something you randomly turn on and off.

Be sure to think about not only what steps you will take to build your pipeline, but also at what frequency (e.g., daily, weekly, monthly). Then incorporate those actions into your schedule. Adopt the attitude that prospecting and lead generation are mandatory, not optional, activities.

6. A creative approach

We’re facing dark times – our economy is shrinking faster than we can adjust.

If you don’t want to spend all your money and effort on staying afloat by working harder and harder, you should consider working smarter. If you want to thrive rather than survive, you need to take risks and gain a leadership advantage.

To do that, you need to adopt non-traditional methods, techniques and approaches. You need to surprise your customers more than they are shocked by the world around them. According to research, 87% of customers are more likely to invest in a product or service if the salesperson manages to change the way they think.

When it comes to creativity, there’s a fine line between being silly and being unusual. In the end, your creative efforts must remain respectful and backed by research. Identify your target audience and create something they will appreciate. Any creative ideas should resonate.

7. Sales automation

Some trends are so trendy that they are becoming the norm. Sales automation is an example of this.

A common misconception is that automation loses creativity and personalization because you’re trying to scale the process, but that’s not true. It actually fosters creativity because you are delegating more time-consuming routine tasks to specialized digital tools. You have more time to brainstorm, and you can come up with more creative ways to sell your products and personalize your offerings. Win-win!

The best way to automate your sales process is to implement a customer relationship management system (CRM). It allows you to automate the customer experience, set up drip campaigns, visualize sales pipelines and manage them more effectively.

You just need to carefully choose a system that offers the most appropriate functionality to fit your business workflows. For example, EasyBusiness Sales Accelerator allows you to build a database of prospects, conduct lead generation and manage an effective sales pipeline.

8. Growth in Emerging Markets

Emerging markets in Asia have grown significantly over the past decade and are expected to continue to grow over the next ten years.

The global consumer pool will face more than a billion new customers from China, India, and Indonesia. Companies looking to expand and attract new consumers will need to think carefully about how best to reach them in 2023.

9. Artificial intelligence and SaaS Solutions for Data Processing

AI and SaaS technologies can be applied not only to automate communications, but also to handle a large flow of customer data.

Artificial intelligence allows sales reps to better analyze their prospects to further customize the customer journey and target audiences, while SaaS business solutions help sales teams set up digital prospecting and online pipeline management processes.

Digital tendencies will continue to affect sales in 2023. Modern technology allows to reach new audiences and improve the customer experience, increasing brand reputation and profits. Take advantage of our solutions to help your sales teams work effectively in 2023!


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