Sales Enablement Trends for 2023

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Sales Enablement Trends for 2023
The future of B2B sales is hybrid. Since B2B
buyers are using more channels, B2B sellers must,
too.
Over the past few years, the B2B purchasing
journey has undergone a significant
transformation and become more intricate.
With customers now having more power, they prefer
conducting their own digital research while
multiple parties are frequently involved in
making purchasing decisions.
Over the past few years, the B2B purchasing
journey has significantly transformed and become
more intricate. Customers now have more power, so
they prefer conducting their own digital research
while multiple parties are frequently involved
in purchasing decisions.
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Introduction
As you embark on your journey to devise your
companys sales enablement strategies for 2023,
you may be curious about the expected outcomes of
your current sales plan.
AI and machine learning are now prevalent, and
with tools like ChatGPT leading the way, more
sales organizations are incorporating these
technologies into their selling procedures.
A Press Release by Gartner predicts that by 2025,
75 of business-to- business (B2B) sales
organizations will incorporate artificial intellig
ence (AI) guided selling solutions into their
traditional sales strategies. AI technology will
play an essential role in understanding their
customers needs and behaviors to make more
informed sales decisions.
By implementing an effective sales enablement
program, you can empower your sellers to
consistently meet prospects and
customers demands and meet their targets.
Buckle up for the advent of the latest
sales enablement trends in 2023
As the corporate terrain transforms rapidly, you
must keep abreast of the latest sales enablement
trends to promote revenue growth.
According to a Salesforce report, an overwhelming
82 of vendors have had to expeditiously adjust
their selling approaches in response
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to global challenges such as inflation, supply
chain disruption, and health safety measures.
These trials and tribulations have necessitated
expeditious modifications to their standard
operating procedures.
This year, companies will confront fresh
challenges and
opportunities within the sales sphere, from
fluctuating customer expectations to nascent
technologies. Here are some of the most salient
trends that are poised to make a significant
impact in 2023.
The rise of AI-enabled selling
Sales enablement is no longer just a functional
process or focusing on distributing the right
content to the reps at the right time. We see an
increased interest in the marketplace in
utilizing artificial intelligence as part of
sales enablement.
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AI-powered solutions will help further streamline
the process of driving successful sales
conversations. Ultimately, its all
about enabling all those incredible sellers out
there, so they can act truly customer-centric and
drive top-line revenue.
This can include automating repetitive tasks,
providing real-time data and insights, and
helping salespeople identify new
opportunities. Buyers anticipate brands to
support their research on multiple channels,
including email, social media, or other budding
channels. The Salesforce report also indicates
that 57 of purchasers prefer communicating with
enterprises through digital channels. Companies
have disclosed that approximately one-third
of the agreements they seal is entirely virtual.
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Chatbots and virtual assistants that help
qualify leads
and schedule appointments
Predictive analytics tools that enable sales
teams to
forecast sales and identify high-value prospects
Personalization and recommendation engines that
help salespeople tailor messaging and personalize
product offerings for individual customers.
Focused engagement while improving retention
In the contemporary B2B world that has been
altered by the pandemic and current economic
turmoil, obtaining and retaining talented sales
professionals has become a persistent challenge.
A report indicates that in many organizations,
the sales enablement function is under the
jurisdiction of the Chief Sales Officer (CSO).
In contrast, the Chief Revenue Officer (CRO) and
Chief Growth Officer (CGO) share the
responsibility for 25 of organizations. This
shift signifies a larger trend towards a more
cohesive relationship between sales and marketing.
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One of the most effective ways of maintaining
sales representatives motivation and involvement
is by crafting a sales enablement program that
fosters a positive seller experience. A sales
advisory council may be established to encourage
team feedback, give voice to your representatives
and gain insight into building a solid
sales culture.
Sales enablement must also evolve to shift to
virtual work
environments and the growing customer preference
for online sales.
Sales playbooks and training sessions should
include remote selling techniques and educate
reps on using digital tools effectively. Employees
must be trained and developed to increase
their confidence in their job performance,
ultimately maximizing their productivity. Regular
coaching should be provided to help salespeople
allocate their time and resources, and best
practices from top performers should be shared.
Furthermore, enablement-led onboarding procedures
may strengthen your sales team by minimizing ramp
time and increasing engagement levels for new
representatives.
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Hybrid Selling The New Norm for Sales Enablement
The Covid-19 pandemic has changed the game for
sales. Remote selling has become the norm, and a
hybrid approach that combines in-person and
remote interactions is the new standard.
Dubbed Hybrid Selling, this approach has gained
traction due to customer demand for remote-first
engagement and the preference of sales reps for
this flexible format.
Modern B2B customers seek a balance between the
personal touch of in-person interactions and the
convenience of remote contact via phone or video.
According to a Mckinsey article, over 90
of companies are adopting hybrid selling as their
go-to approach, focusing on remote-first
engagement. This omnichannel approach offers
greater flexibility, scalability, real-time
engagement, and profitability than traditional
methods.
In todays world, where remote work is becoming
more and more prevalent, hybrid selling is the
way forward for sales enablement. By embracing a
mix of in-person and remote interactions,
companies can connect with prospects more
effectively and efficiently than ever before.
Thanks to advanced technology and seamless
connectivity, digital engagement is now on par
with an in-person meeting. Hybrid selling is here
to stay because it simply works. Remote sales
reps can reach up to four times more prospects
than traditional face-to-face interaction,
generating up to 50 more revenue.
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Editors note
Investing in AI-aided sales enablement platforms
has long been considered an additional business
expense. However, this mindset may require
reconsideration. Sales enablement solutions allow
high- performing sales teams to stay ahead of the
curve. These technological tools seamlessly
integrate with pre-existing enterprise systems,
ensuring ease, effectiveness, and use efficiency.
Data- driven decision-making boosts revenue
growth, and this is particularly significant when
customers are cautious about their spending
habits in anticipation of an impending global
economic downturn. They require unequivocal proof
of the value of a companys products and services
before committing to a purchase. You just cannot
stay still in enablement. You require constant
drive and pure innovation to adapt sales methods
to current realities for staying ahead.
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