Five Sales Trends You Need to Know in 2023

Are you ready for 2023? We're ready to help you scale your customer base with an eye toward leveraging these five trends.


January 10, 2023


Insights, Global

To support sales teams in staying focused amidst all of the distractions the new year is sure to bring, Credico has identified these five trends that will have the most significant impact on the sales sector in 2023. Learn more about how businesses can leverage these five sales trends to their benefit: 


Sales Automation Tools Increase Productivity

Automation, although not new, is now mandatory in 2023 for a successful sales strategy – especially if businesses want to maintain a competitive advantage in their respective industries.  

Businesses are investing in automation at an all-time high in response to the changing business climate that occurred during and post-pandemic. It’s an efficient way to optimize the prospecting process and ensure that your team has more time to focus on nurturing leads, supporting current clients, and personalizing customer experiences.  

Automation helps you improve sales reps’ productivity and minimize errors by auto-performing specific workflow steps.  

What can you do now? Read about how Credico used technology to enhance their sales process and begin reviewing your own processes to see how you could simplify or improve any that do not allow rapid scalability. 


In-Person Events Make a Triumphant Return

Many major events, global conferences, and expos are on track to return in 2023. Hosting in-person events will be at the top of the agenda for businesses to connect with customers and build brand awareness. Whether it’s sponsorship at a trade show, a pop-up shop, or advertising at an industry conference, there are many ways of incorporating this tried-and-true sales strategy into your business. 

In a Splash Research Report, 50 percent of companies anticipated attending more in-person events in 2022 than in 2021. As businesses recognize the value of face-to-face interactions in converting leads into sales and long-term customer relationships, this trend is expected to continue in 2023 

What can you do now? If you’re attending an in-person event, use available technology, resources, and intelligence to find out who’s attending. Preparation helps you better engage with attendees, prepare the appropriate marketing materials for your audience, and connect with key prospects in your industry. 


Web3 and the Metaverse

Web3 and the metaverse are some of the most talked-about trends. Web3 is about decentralized ownership and control and putting the web in the hands of its users and the community. Relatedly, the metaverse is a shared digital reality that enables users to connect, build economies, and interact in real-time. 

Starbucks, Nike, and countless other big brands have announced metaverse experiences, and numerous companies, including Adidas and UnderArmour have added digital layers to their existing communities powered by Web3 technologies. And in a recent Accenture survey, 71% of executives across 23 industries in 35 countries believe the metaverse will have a positive impact on their organization. While there is a lot of excitement for Web3 and the metaverse in 2023, many businesses are still seeking practical use cases (or return on investment). 

What can you do now? While you will hear lots of buzz on this trend, it will more likely play a role in your longer-term strategy or 5-year plan. In 2023, start experimenting with it and look for emerging opportunities for your business in 2023 and beyond.  


Customer Experience Redefined

The customer experience has always been a vital element of business success. This trend shows up every year and is probably under the most pressure to evolve continuously. Businesses will have to work really hard in 2023 to differentiate themselves from the competition. But they need to do it according to their customers’ expectations and changing preferences. 

A better, more personalized customer experience has been shown to increase customer loyalty. Making efforts to understand buyer behavior – such as offering recommendations for common roadblocks or pain points – encourages consumers to stay on your site or engage with your team longer and view your product or service as a solution. 

What can you do now? Help future-proof your selling ability by focusing on the customer and optimizing their experience.  


Relationship-Building as a Primary KPI

In 2023, salespeople will hear “not right now” more than in the past. Uncertainty due to the war in Ukraine, the cost-of-living crisis, and the pandemic hangover have led to sales cycles being extended as businesses need to be faster to agree to new purchases. A LinkedIn study reveals deals have stalled for more than 8 out of 10 sellers. 

In an era of reduced demand, relationship-building will become a key priority within businesses in 2023, with some leaders starting to track it as a KPI or adding the health of relationship-building within targeted accounts as a dimension to pipeline reviews.  

What can you do now? Marketshare may be challenging to gain in 2023, but salespeople can prioritize gaining new leads and nurturing relationships to ensure they’re in a strong position once budgets open up. 

At Credico, we have supported Fortune 500 brands in navigating various economic conditions over the past 30+ years. From recessions to periods of rising GDP, we have supported Fortune 150, mid-market and nonprofit organizations through it all. If you are seeking a sales strategy in 2023 to scale your customer base, book a time to speak to our business development team.  

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