11 biggest sales trends in 2023 (2023)

We’re not the same people we were a year ago. Back then, we thought that the pandemic was the biggest challenge we had to face. Today, we’re staggering over the abyss of the upcoming economic recession.

Right now, we’re going through what might be the last days of calm before the storm. Yet, nonetheless, we haven’t been staying still for the whole year.

In 2022, we saw an unprecedented number of emerging trends making their way into sales: the rise of AI, the increasing importance of creative sales, the automation of various sales processes, and more.

If you missed your opportunity to be the first mover in 2022, here comes another chance to revamp your sales strategy and keep your business on track and afloat. This time, it’s a must.

2023 is forecasted to be a tough year, but those who come prepared will have it significantly easier than those that don’t.

Read this article till the end to find out about the hottest sales trends in 2023 and pick which you’d like to pioneer.

Creativity is the new sales hack

One of the biggest sales trends in the upcoming 2023 is creativity. Yes, we know that sounds vague and not actionable at all, but that’s the whole point.

We’re still dealing with the aftermath of the coronavirus pandemic and the global lockdowns it brought along… But even worse than that, we’re going through extreme inflation, a war in the middle of Europe, and an upcoming global recession.

Yeah, that’s not what we dreamt of when we cheered the “Roaring Twenties” on New Year's Eve 2020.

But here we are, going through dark times. Let’s not sugarcoat it: our economy is declining faster than we can adapt to.

If you don’t want to waste all your money and effort on staying afloat by working increasingly harder, you should consider working smarter. You need to take risks and get the first mover’s advantage if you want to thrive and not (barely) strive.

To do that, you need to come up with unconventional techniques, methodologies, and approaches. You need to wow leads more than the world around shocks them.

We know, it’s an arduous task — but with our unconventional ways to get a prospect’s attention in a cold email, you’ll be more prepared for whatever comes next.

Remember. There’s a thin line between silly and different when it comes to creativity. At the end of the day, your creative efforts must remain respectful and backed by research. Instead of rolling out a scandalous blockbuster with added shock-factor, identify your target audience and create something they’d appreciate. Any creative ideas need to resonate.

Implement sales automation

Some trends are so trendy that they just become the norm. An example of this is sales automation.

A common misconception says that automation loses from creativity and personalisation as you try to scale the process, but this isn’t the case. It actually fosters creativity as you delegate more, laborious routine tasks to dedicated software. You have more time to spend on brainstorming and can come up with more creative ways to sell your products and better personalise your offers. A win-win!

Moreover, sales automation helps to reduce sales friction as it removes incompetent agents and manual data entry from the equation. Regardless of what the customer’s request is — the answer will be right in front of them, in a matter of seconds. That’s possible thanks to the unified database for all the customer information and the elimination of flawed or incomplete data and passing the customer from one sales rep to another until someone is qualified to answer their question.

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The best way to automate your sales process is to implement a customer relationship management (CRM) system. It allows you to automate your outreach, set drip campaigns, visualise your sales pipelines, and manage them more efficiently.

You just have to choose your CRM system carefully, finding the one that offers the most appropriate functionality to match your business' workflows. For instance, NetHunt CRM offers a marvellous ‘Workflows' feature to take a leap from a CRM system to a dedicated sales-growth hub. It automates webform capture, drip campaigns, and contact-email linking. Algorithms and notifications make life easier because sometimes working hard is too much hard work.

Still, it isn’t just a CRM system integration that can help you automate the sales process. Everything related to the sales process optimisation with the software and/or hardware means falls under this category.

Sales Automation Playbook for Small and Medium Business | NetHuntThis downloadable resource is a full playbook for automating sales processes, featuring triggers, actions, and ready-made sales process sequences for your CRM systemNetHunt CRMValerie Kakovkina

Implement value-based selling

It sounds counterintuitive, but the best tip for boosting sales in 2023 is to stop trying to sell! Yes, even when we’re on the verge of an economic recession.

Gone are the days when you could shove an offer into a prospect’s face and expect them to accept it just because it’s ‘an offer they can’t refuse’. In 2023, customers have every right to refuse offers left and right — with everything becoming increasingly more expensive and their purchasing power declining, they have to be cautious about what they spend their money on.

Of course, you could base your sales strategy on giving out discounts to those in need. But don’t think that you’re exempt from the global economic crisis. Giving discounts like there’s no tomorrow will likely send you bankrupt before anything else.

So, in 2023, before you resort to changing prices, you should change your leads’ perception of your offers. Implement a value-based selling strategy.

Too often, prospects shut down an offer without even giving you a chance to elaborate on it because they think the price is too high. Value-based selling overcomes this problem. Identify your prospects’ needs and wants before tailoring your offer to them. Entry-level sales reps sell features; advanced ones sell the outcomes their product creates for the buyer. Make the offer appealing to leads by highlighting the benefits they’re going to get out of it! Know your product and understand why it works for customers.

➡️ Learn more about value selling and other modern sales methodologies in our article.

Social selling is essential

The rise in social selling further proves ‘obvious selling’ is dying out. If you want to increase sales, you should be delicate and unintrusive. Social selling as a concept has been in heavy rotation for a couple of years now. However, if in a previous couple of years it was merely advisable to wrap your head around the concept, in 2023 social selling is a must-practice for your business to stay afloat.

Instead of trying to sell your product right here and now, you should plant the idea into your prospects’ heads and keep developing it. Move into their heads by always being there for them, answering their questions, and showcasing expertise online. When they’re looking for a product to buy, you should be the first business that comes to their mind.

If you have a business profile on any social media platform, you’re already socially selling. If you’re not in control of it; not employing the correct strategies, social media activity can do more harm than good to sales. Increasingly, businesses get in on the trend and sell socially on purpose. Unless you match their effort, they easily win your customers.

In 2023, aim to dedicate at least half an hour a day to be active on social media: Write posts, repost insightful market research with expert commentaries, like posts, and leave valuable comments.

One of the biggest social selling trends in 2023 is personal brand development. CEOs, managers, and other representatives of a company should work toward establishing authority on social media, especially LinkedIn. They should gain the target audience’s trust, attract their attention, and organically direct them towards products. The most helpful social selling techniques in 2023 are...

  • Social listening through social media monitoring.
  • Posting relevant bits to your prospects' content feeds.
  • LinkedIn groups, Telegram chats, and Slack channels.
A Complete Guide to LinkedIn for Sales | NetHuntExplaining the art of social selling on LinkedIn.NetHunt CRM All Guides

Customer success over customer support

Another way to convince customers to make a purchasing decision is by persuading them that you’re genuinely interested in their business success. Instead of focusing on outstanding customer support, you should prioritise providing a more positive, holistic customer experience. Shifting your focus towards customer success lays the foundation for this. The importance of implementing a customer success strategy has been multiplied by the change in customer priorities caused by the pandemic and the upcoming economic crisis.

It’s no longer enough to produce a high-quality product and promote it to the right target audience. Customers are more demanding than ever before. Unless they’re one hundred percent sure the solution they invest their money in will work for them, they aren’t going to settle for it. You must be the perfect fit for your customers to stay loyal to your brand and keep generating sales.

32% of customers claim they’d walk away from a brand they love after just one negative experience.

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You aren’t waiting for a problem so you can showcase your expertise and solve it promptly. Instead, you’re proactively reaching out to customers to educate them about your product and how it benefits their business. In 2023, the role of a sales rep and a customer success manager is to personalise a business’s product offer in a way that appeals to the customer’s specific workflows and processes.

In 2023, increase the number of demos and walk-throughs your team conducts. Show customers how to reach their full potential, getting the most out of your product. Enrich your communication strategy with assessment calls to review your customers’ accounts and suggest improvements.

Another sales trend that’s going to be huge in 2023 is relationship-building associated with proper customer success.

Like never before, you need to be attentive to your customers' needs and asks. You need to regularly reach out and check in with them to understand how the economy is treating them.

Look for possible solutions if they’re showing signs of churn and struggle to keep purchasing from you due to economic hardships. Giving in and discounting your product until they can afford the full price will not do you much harm but will show your customer that you genuinely care about them.

At the end of the day, the recession isn’t forever. It’s going to end someday, but the robust relationship you’ve built with your customers will stay — and having a brand advocate like that is absolutely priceless!

Further reading: How to implement customer success into your business

Bring your teams closer together

Sales is no longer just about the Sales team. The customer journey has moved into the digital plane, and all departments have a step in the path to conversion. Customer Support provides support to customers, the IT guys keep an eye on the website and other channels of communication, the sales team manages the sales pipeline and customer relationships, and Marketing - well, they do the rest of it!

Your marketing and sales teams can work wonders together. Provide value to your customers and boost your conversion rate by giving them what they want. Who has a better understanding of the needs and desires of the customers than the marketing team? They monitor the market and stay up-to-date with the latest trends, so they know everything about what makes your prospects’ heads tingle. It wouldn’t hurt Sales to consult them before you reach out with an offer to your next prospect.

The best way to ensure your sales and marketing teams are always on the same page is to implement a CRM system. Both departments will have access to all the relevant information about the leads, their position in the sales pipeline, and which marketing activities are needed to move forward.

Multi-channel, personalised experiences

The year 2022 proved that buying and selling processes are transitioning into the digital world at the speed of light. Some deals are already happening in the Metaverse, duh!

A large percentage of the buyer’s journey is now independent due to the ready availability of huge amounts of information to them. As a result, it’s impossible to predict exactly when a buyer will enter the funnel; it can happen at any stage. On top of that, buyers are no longer tied to a single channel.

Salespeople need to take this into account when developing their sales strategy for 2023. Different buyers have different preferences, which means they can’t expect the same approach to work for everybody.

Set up a wide range of different channels to serve buyers so that they can choose whichever they prefer best. You need to ensure consistency of customer experience, regardless of the channel each customer chooses. You should be able to provide the choice of switching different channels without losing any information for a seamless buying experience. To do so, it’s necessary to experiment with many different promotional, distribution, and purchase channels. Try one at a time.

➡️ Learn how to maximise the impact at each customer touchpoint in this article.

On top of that, you need to ensure to integrate each channel with a dedicated database. Try a CRM system to collect and organise all interactions with individual leads across channels. A great option to consider is our recent Intercom integration, check it out here!

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Video for sales

An image is worth a thousand words. The standard for videos is 24 frames per second, so you can imagine how much information a short video clip can communicate! International lockdowns have sent the world into a global video-craze: Zoom, Google Meet, Microsoft Teams, YouTube, Netflix, and Hulu. Images flash in front of our eyes faster than ever, and we’re getting used to it.

In 2023, leverage video and step away from long text content to communicate the value of your offer. The year 2021 saw video make its grand entrance into the world of sales, and it’s here to stay. For example, for MediaValet, the introduction of videos into their sales process meant they cut their sales cycle by half! There are different ways in which you can incorporate videos into your sales process...

  • A subject line that contains the word “video” is 8x more likely to be opened.
  • Video tracking gives insight into how much of content viewers watch or skip.
  • It helps your follow-ups stand out, which ties with the trend for creativity.

Don’t invest in strategies you can’t vouch for

Every other year we’d predict a bizarre new sales trend everyone would be head over heels about. And — just like any other fan of growth and innovation — we’d recommend hopping on the trend and seeing where it takes you. Cutting-edge businesses are the best kind, right?

Well, yeah. That would be the case any year but in 2023.

Unfortunately, this year, you won’t be able to take wild guesses and shots in the dark. To keep your business alive no matter what, you want to have a reliable emergency fund and not blow it on something with a laughable ROI.

In 2023, all your sales initiatives and decisions need to be data-driven. So, it’s essential that you turn CRM updates into a team habit to keep your data clean and reliable and encourage your team to put together regular sales reports.

You need to know exactly what is a waste of time and money and what is a great sales practice that needs to be scaled and replicated.

Artificial Intelligence (AI) is taking over

You can’t ignore the importance of forecasting and analysis in the sales process. To some extent, it can be considered the backbone of sales. Sales teams must conduct a thorough analysis of metrics to justify the choice of their strategies and assess their current performance.

In 2023, analysis promises to become easier, more accurate, and significantly less time-consuming. Step by step, AI is taking over every aspect of our lives; sales analytics is no exception. Sales forecasts formed with the help of AI-powered software can boast enhanced precision, protecting you from the risk of losing demand on the market. Almost every AI-powered product offers insight that can tell you which activities perform well and which ones need to be altered.

Some of the sales tasks that can be improved through the use of AI include...

  • Clients buying trends, data collection, and interpretation.
  • Dissemination of suggestions to customers based on recent purchases.
  • Buying and selling trend forecasting and planning.

A conversational customer experience

Not to say that cold calling is a thing of the past, because you still can do wonders with a bit of good old cold calling if you have your ways. But… It's definitely getting old. In 2023, businesses are improving sales with the help of live chat and chatbots!

This is a direct continuation of the previous trend. Conversational customer experience is closely connected to the rising popularity of AI in sales. A conversational customer experience implies better personalisation of communication through an ongoing business to customer conversation. If you know the history between you and your customers, you can offer them better solutions!

52% of consumers are more likely to make repeat purchases if the company offers support via live chat.

Source: Kayako

Moreover, 79% of companies say that live chat has had positive results for sales and revenue, with 47% of consumers would be open to making a purchase completely from a chatbot.

  • 76% of B2B buyers find help speaking to someone in-person or on the phone.
  • Around 15% want to speak in-person with a repeat company.
  • Only 4% of buyers prefer to always communicate digitally.
  • Source: Finances Online and McKinsey

Therefore when implementing a conversational customer experience, you need to ensure that you balance out digital communication with human one.

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Conclusions from sales trends 2023

“Competition drives innovation, but so does the aftermath of a worldwide crisis.”

We have a bone to pick with whoever is writing the scenario for the grand show our life is because this was the conclusion we made the last year when predicting the sales trends for 2022.

Little did we know coronavirus-related economic hardships were merely a warmup before something even more detrimental.

It’s obvious that we’re about to step into a challenging era — but you shall not worry! Where one business sees threats, another sees opportunities.

It’s up to you whether your company will be at the front and centre of implementing new strategies or not.

And remember, you don’t have to adopt every sales trend there is; there are plenty to choose from. Opt for trends that work best for you and enjoy the benefits of being a cutting-edge business that thrives through the economic downturn.

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(Video) Biggest trends for 2023 - IN & OUT | Tamara Kalinic


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What will be trendy in 2023? ›

2023 Style Trend: Oversized Everything

With oversized blazers and extra-large shirts trending on the TikTok For You page every other day, Rayburn predicts the oversized trend will only grow in strength next year, with even the bottom of our pants expanding.

What are 4 general ways to increase sales? ›

Increase the number of customers. Increase the average transaction size. Increase the frequency of transactions per customer. Raise your prices.

What are the new trends in selling? ›

In 2023, businesses are improving sales with the help of live chat and chatbots! This is a direct continuation of the previous trend. Conversational customer experience is closely connected to the rising popularity of AI in sales.

What are the 4 General us in increasing sales? ›

If you want your business to bring in more money, there are only 4 Methods to Increase Revenue: increasing the number of customers, increasing average transaction size, increasing the frequency of transactions per customer, and raising your prices.

What is the fastest growing sales trend? ›

Buyer-first (also known as customer-centric) is the fastest-growing sales trend for 2022. It's not a strategy, but an approach that prioritizes your prospects' and consumers' decision making process above all else. You may ask yourself, 'Doesn't every company put their buyers first? ' The answer is not so simple.

What are the 4 most common sales strategies? ›

The four basic sales strategies salespeople use are script-based selling, needs-satisfaction selling, consultative selling, and strategic-partner selling. Different strategies can be used with in different types of relationships.

What will be trending spring 2023? ›

Elevated everyday dressing, high-octane sequins, sheer everything, and anything in between—the latest collections to come from fashion's heavy hitters and emerging stars run the full gamut.

What will be the color for 2023? ›

Pantone recently announced its 2023 Color of the Year: Viva Magenta.

What is the color trend for 2023? ›

The Pantone Color Institute named Viva Magenta as its official color of the year for 2023 for its joyous yet powerful nature. A red with subtle notes of purple, magenta flawlessly complements many different color palettes from those on the richer, jewel-tone side of the spectrum to even a lighter, earthy palette.

Will the market go up in 2023? ›

Most stock market forecasts for 2023 see moderate improvement. UBS targets a year-end 2023 S&P 500 at 3900 and KKR sees it at 4150. CFRA expects a 2.9% gain, which would put the S&P over 3900.

What are the 5 A's in sales? ›

Named by Dr. Philip Kotler, the five stages (Awareness, Appeal, Ask, Act and Advocacy) allow marketing and sales professionals to create a map of the customer's needs and priorities during the different parts of their purchase process.

What are the 4 C's of sales? ›

The 4Cs to replace the 4Ps of the marketing mix: Consumer wants and needs; Cost to satisfy; Convenience to buy and Communication (Lauterborn, 1990).

What are the 4 A's in sales? ›

After all, launching a campaign without a plan rarely leads to the desired results. That's why one of the most effective marketing strategies is using the 4 A model: Acceptability, Affordability, Accessibility, and Awareness. The 4 A marketing model was developed by Professor Jagdish Sheth and Dr Rajendra Sisodia.

What are the 3 market trends? ›

Simply put, short-, intermediate- and long-term trends are the three kinds of trends that we see each day in our study of technical analysis.

What are the four 4 categories of trends? ›

Entrepreneurs should observe at least four types of trends—economic, social, technological and regulatory—to identify business opportunities and grow their startups. By paying close attention to economic trends, they can identify areas that are ripe for new ideas.

What leads to more sales? ›

You can use different methods to identify sales leads, including advertising and marketing, cold calling, social media, referrals, outreach and networking, consultations, and product/service trials. Inbound marketing methods can help your business create a steady stream of inbound sales leads.

What are the three ways to increase sales? ›

So what are the three ways to increase sales? Increase the number of customers. Increase the average order size. Increase the number of repeat purchases.

What are the 6 methods of sales promotion? ›

Sales Promotion

discounts. competitions. buy-one-get-one-free offers. free gifts.

What is a good growth in sales? ›

In general, however, a healthy growth rate should be sustainable for the company. In most cases, an ideal growth rate will be around 15 and 25% annually. Rates higher than that may overwhelm new businesses, which may be unable to keep up with such rapid development.

What are the 7 P's of selling? ›

These seven are: product, price, promotion, place, packaging, positioning and people. As products, markets, customers and needs change rapidly, you must continually revisit these seven Ps to make sure you're on track and achieving the maximum results possible for you in today's marketplace.

What are the 7 C's of marketing? ›

Encapsulated within the 7 Cs Compass Model is the Four Cs, which include customer focused success factors. These are commodity, cost, communication and channel. Notably, the Four C's are the more customer-centric version of the Four P's supply side model (i.e., product, price, place and promotion).

What is the 5 P's of strategy? ›

Each of the five P's represents a distinct approach to strategy. This includes Plan, Ploy, Pattern, Position and Perspective. These five elements enable a company to develop a more successful strategy.

What are the 4 influential factors that attract customers? ›

In general, there are four factors that influence consumer behaviour. These factors impact whether or not your target customer buys your product. They are cultural, social, personal and psychological.

What are 7 steps of sales strategy? ›

There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up. The first three steps of the selling process involve research into prospects' wants and needs, with your presentation midway through the selling process.

What are the 5 C's of marketing? ›

The 5Cs are Company, Collaborators, Customers, Competitors, and Context.

What is the most effective strategy in selling? ›

To truly be effective, your organization's sales strategy needs to focus on customer conversations. These skillfully delivered conversations are what creates a distinctive purchase experience, demonstrates value for your buyers, and separates your company from the competition.

What items will be in short supply in 2023? ›

Champagne will be in short supply in 2023, not just because of the drought, but because demand has rebounded from the pandemic faster than producers can create the bubbly beverage. Butter, corn, tomatoes and eggs are also on the list of potential shortages, as well as baby formula.

How to prepare for food shortage 2023? ›

The best way to prepare for this food shortage is by stocking up on the essentials now. Canned foods are a common staple in many preppers' food stocks. These are inexpensive, easy to store, and convenient to use. However, unfortunately, highly acidic items such as tomatoes only have a shelf life of 12-18 months.

Will we run out of food in 2023? ›

Persistent supply chain issues, climate change and the Russia-Ukraine war are just some of the reasons why food shortages will likely continue in 2023.

What industry is booming in 2025? ›

India's chemical industry is expected to reach US$ 304 bn by 2025, clocking an annual growth rate of over 15%. This means it could contribute to over 30% of the total manufacturing GDP of US$1 tn expected by 2025.

What industry will always be in demand? ›

Any and almost everything tech-related will make a mark on the economy now and in the future. From big data, developers, programmers, cybersecurity, robotics, engineers, yada yada yada. Bottom line, if you are in the tech industry, you have a job.

What industry will boom in 2023? ›

The future of the global economy lies in Artificial Intelligence (AI). AI is expected to be one of the fastest-growing industries of 2023, already valued at $328.34 billion. AI has begun to revolutionize many industries, such as healthcare, finance and transportation.

Which sector will boom in 2023? ›

Internet and Information Services is one of the best sectors to invest in heading into 2023. The global IT services market grew from $3,471.35 billion in 2021 to $3,938.75 billion in 2022 at a compound annual growth rate of 13.5%. The market is forecasted to reach $5,905.09 billion in 2026 at a CAGR of 10.7%.


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