Three Ways B2B Sales Prospecting Will Evolve in 2023

Marketing Strategy — Wed., Feb. 8, 2023

Now that we’ve entered the new year, it’s important for businesses to reassess their sales prospecting strategies in light of the current economic environment. Account-based prospecting, automation and consolidation are the trends that will shape the future of sales prospecting and help businesses stay competitive. Recent layoffs have greatly influenced the way B2B companies approach sales prospecting. Organizations will need to be more strategic and considerate of the current climate when pursuing potential customers.

Automation can be used to generate and distribute personalized emails to large numbers of potential leads and machine learning can deliver insights on which prospects are most likely to convert. There will also be a push towards unified solutions that can find, qualify, track and engage with prospects from start to finish, leading to mergers and acquisitions as point solutions struggle. By keeping an eye on trends and adapting to them, businesses can position themselves for success in the new year.

Organizations will need to prioritize access to detailed data on revenue, buy signals, and firmographics to help them identify the best prospects and maximize their chances of success. Automation can also help salespeople prioritize leads, streamline and simplify tedious tasks, and ensure the timing and content of outreach is driven by company growth signals and news alerts. Consolidation can save costs, improve efficiency, and reduce complexity, all of which are important in a down economy.

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