University of Minnesota - UMN Executive Leadership Insights
2023 Sales Trend Report
Report

2023 Sales Trend Report

Strategies, Data, + Insights for Global Leaders

Christopher Kinnear
Hubspot, 2023
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Editorial Rating

8

Qualities

  • Analytical
  • Applicable
  • Overview

Recommendation

Looking back on 2023, sales leaders found themselves adapting to a younger customer base, leveraging new technologies, and trying to differentiate themselves from their competition. A global report issued by Hubspot and Aircall analyzes the results of a survey of more than 1,000 sales professionals. It examines the growing role automation, sales intelligence apps, and Customer Relationship Management (CRM) programs are playing in sales. The report also digs into the ways sales departments’ culture and strategies are evolving to meet customers’ increasingly high expectations and ongoing economic concerns.

Summary

Sales professionals had six main goals for 2023: Exceeding quotas, increasing efficiency, up- and cross-selling, expanding markets, aligning sales and marketing, and using CRM effectively.

Sales generally went surprisingly well in 2021 and 2022. Despite an ever-evolving sales landscape, sales professionals set out to keep this trend going, and they met with some successes and some challenges in 2023.

Salesprofessionals are focusing on offering a better customer experience abetted by accurate data. They find that when customers come to trust you, they want to give you more business. Insiders offered the following strategies and insights for attaining pivotal sales goals:

  1. Going above and beyond sales quotas – To convert more B2B prospects, focus on having face-to-face interactions, fixing customers’ problems, and differentiating your firm from your competitors. To reach B2C prospects, give discounts, offer reward programs, and polish your e-commerce website. Work to establish a strong rapport.
  2. Increasing efficiency — Use tools like Troops, Zoho...

About the Author

Hubspot is a CRM platform that provides software products for inbound marketing, sales and customer service. Aircall is a cloud-based call center and phone and communication platform designed for use by sales and support teams.

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