2013 Make-or-Break Sales Predictions from the Top Sales Influencers Online

The most influential sales leaders on the Web weigh in with B2B sales predictions you can’t afford to miss.

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It’s a new year and that means it’s predictions time. We turned to the experts who made our Top 25 Sales Influencers for 2012 to ask them what trends will make the biggest waves this year. Will they wreak havoc on your business or will you be ahead of the game?

For an overview, see the infographic we created utilizing the experts’ insights below. For their detailed predictions, click on each of the following topics:

Are the experts spot-on or off-target? Don’t forget to add your own prediction below!

Next Page: What to Expect in 2013: Greater Focus on Content and Thought Leadership

Share Your Thoughts

  • http://www.scoremoresales.com Lori Richardson

    This is a thought-provoking piece and I’m pleased to have been a part of it. When I read through it, I thought how it could be a great read for sales leaders and company leaders to pick up one new angle or idea – or to reinforce the direction they are heading this year. If one company leader gains one insight that helps shape new revenue growth – it has served its purpose.

  • http://twitter.com/chris8649 Chris Beall

    The trend away from field sales to inside sales suggests 2013 will see increased invesstment in technology to reduce time sales reps spend in low value activities, improve lead quality and increase yields from phone conversations.

  • Ray Collis

    At Buyer Insights .com we are confidently predicting that 2013 will be a great year for those on the opposite side of the table – the procurement team. Indeed it may be their best year yet! That is clearly good news for buyers, but it presents opportunities for sellers too. Our analysis can be found here: http://buyer.sellerinsights.com/2012/12/28/procurements-best-year-yet/

  • Ray Collis

    At Buyer Insights .com we are confidently predicting that 2013 will be a great year for those on the opposite side of the table – the procurement/buying team. Indeed it may be their best year yet! That is clearly good news for buyers, but it presents opportunities for sellers too. Our analysis can be found here: http://buyer.sellerinsights.com/2012/12/28/procurements-best-year-yet/

  • Jon Ferrara

    Brian

    Great #SocialSelling tips from some smart friends of mine. The old ways of sales engagement is shifting under our feet and the companies that adjust now to the new ways of Social Business will be at a distinct advantage.

    I continue to be impressed the OpenView Partners Team. Your website is a virtual honeypot of knowledge for entrepreneurs. I also like that the content is contributed to by the whole OpenView team including the front and back office people at your company, which is critical for being a social business. Future social businesses will need to educate & inspire it’s prospects and customers by practicing the 5 E’s of social business; Educate, Enchant, Engage, Embrace and Empower their customers.

    OpenView is a great model of how a VC or for that matter, any business should be engaging with it’s community.

    Cheers

    Jon

    Jon Ferrara
    CEO | Nimble – Social Relationships, Made Easy.
    @jon_ferrara | http://www.nimble.com

  • Hank

    I am fully aligned here, however how do you see this movement in B2B when selling to professionals through distribution (electrical wholesalers in my business)?
    Will distribution loose its value/role, since we all might ship direct or have amazon distribute our goods