Just like every year before it, 2023 will come with its unique challenges and changes — and the sales landscape isn’t exempt from those kinds of shifts.

The sales game won’t look the same as it does a year from now, and it can be a big help to get ahead of those transitions early on. To help you get there, we reached out to some sales leaders to hear their takes on what salespeople can expect to see in the coming year.

So without further ado, here are some of the most pressing, prominent sales trends to keep an eye out for in 2023.

Imagine selling a book. You could recite a few stats about its weight and dimensions, but you’d probably have more success selling the story inside — and how it can improve the reader’s life.

Now think of your sales demos. How much time are you dedicating to the bells and whistles of your product instead of the problems it can solve?

In other words, your product expertise only gets you so far. Instead, it’s more about your ability to uncover what your prospects truly care about.

In 2022, it’s critical to apply a multi-touch approach to build quality relationships.

On top of that, 84% of sales professionals communicate with a prospect across 2-4 different channels (i.e., email, social media, text, live chat, etc.).

This model splits users into either a free or premium tier. The idea is that free users will eventually burn through their limited features and upgrade to a paid account.

Of course, not every business is fit for this model. But if you’re a SaaS company — or offer tiered memberships – it can be a powerful way to acquire more customers without spending more money.

That said, it’s easier to grow accounts when you maintain customer relationships after the initial point of sale. Ultimately, nurturing these relationships is the most important goal, which sets the stage for new opportunities.

He says, “This has been happening for the last five to 10 years, but I hypothesize that it will accelerate over the next five. The main reasons why I foresee this is because more people are working from home — leading to more focus on the output of work, the leveraging of technology to get that output, and cleaner communication.”

Blake adds, “There is also this larger sentiment in the air that we must simplify things, and therefore, processes. This move might end up being short-lived, but I think we’ll see a shift of more doers and less managers on sales teams over the next five years.”

Take this time to re-consider your existing strategy. You might determine there are more effective ways to organize your sales organization structure — enabling new opportunities for your sales rep as the industry evolves.

The one-size-fits-all approach may work some of the time, but it’s becoming more obsolete with each passing year. 

That said, you probably don’t have enough time to spend hours researching each and every prospect. So how can you strike a balance?

In modern sales, “the riches are in the niches.” In other words, when you try to appeal to everyone, the opposite happens: you end up resonating with no one.

While targeting smaller markets doesn’t seem like sound business advice, it’s a surprisingly beneficial strategy. As Dan Tyre explains, “Although it’s somewhat counterintuitive, the more focused your ideal customer profile the faster traction you should get.”

For instance, suppose you’re on a clean-eating kick. Which option are you most drawn to — a big-name grocery store or a health food store specializing in organic food?

On the sales side, targeting your audience can save you a lot of time, money, and energy from chasing the “wrong” leads.

In 2022, we predict sales teams will continue “niche-ing down” to appeal to specialized markets and reaping the benefits of a smaller — but more engaged — audience. 

If there’s one thing that never goes out of style, it’s having a winning sales culture — and 2022 is no different. But what, exactly, is a good sales culture?

According to Dan Tyre, it involves “Having a solid sales rep employee persona, quality and quick recruiting process, and [a] supportive sales environment.”

And it’s one thing to establish a sales culture — it’s another to ensure that you sustain those values as you scale and grow. By keeping culture top of mind, you can recruit great reps, promote healthy competition and collaboration, and drive results.

So how can you leverage what little time you have for selling? Increasingly, the solution is a trusty CRM. Specifically, a CRM with call tracking features, which enables you to reach more leads with less effort.

Dan Tyre advised sales reps to take advantage of these tools, saying, “Most modern CRM’s allow you to call right through your technology, eliminating silos of wasted information, improving sales productivity, and allowing for review of recorded calls for training purposes.”

2023 is bound to come with a change of pace and a host of new trends and challenges. Though this list isn’t exactly set in stone, it’s a good place to start when hashing out what the sales landscape might look like over the next year.