What are the key trends that are likely to impact B2B sales and marketing in 2013? OpenView Labs recently published 22 predictions. Funnel Coach, Bob Apollo was among the contributors and here he summarizes their key headlines.
I was pleased to be asked to be one of the contributors. You can read all of the opinions in the full blog post here, but just to give you a flavour, I’d like to share the headlines below.
Inevitably, some of the predictions are at odds with each other. Which do you agree with? Which are likely to have the most impact on YOUR go-to-market strategies in 2013?
- Aligning content with the on-going sales conversation is going to be key
- Successful salespeople will position themselves as people of value
- Buyers will control the prospecting process
- Inbound marketing won’t replace traditional prospecting
- Say goodbye to the road warriors
- Sales (as we know it) is dead
- No room for dead weight: focus on grooming sales talent with promise
- Increased investment in recruiting & retention
- Time to get personal with lead nurturing
- Touch points, touch points, touch points
- The days of manually dialling are over
- Social selling surpasses cold calling
- LinkedIn becomes the premier prospecting tool for b2b selling
- Social collaboration leads to new opportunities
- Sellers will join in on more social conversations
- Buying process maps are going to be crucial
- It’s time to add buying facilitation to your sales efforts to influence the buying decision path
- Salespeople will have unprecedented access to buyers
- It will become even more challenging to connect with buyers
- It’s all about value-add — and customers will be willing to pay more for it
- Benchmarking is key
- Finding opportunities, sales enablement, customer retention, controlling costs, leading from the front
Click here for the full post.
Bob Apollo is the Managing Partner of Inflexion-Point, and an accredited align.me Funnel Coach. To read more of his insights, go to the Inflexion-Point blog.