Today’s sales podcast is focused on helping B2B Sales organizations prepare to succeed in 2023 and beyond. As a keynote speaker at sales kick-off events I get to look into the mindset and outlook of many sales organizations as they plan for 2023. The focus for many this year comes down to building resilient sales teams and strong daily disciplines.

Sales success in 2023 is not going to look like 2021 or 2019. It’s going to be harder, and even if it isn’t your competitors think it is. We need to take massive action, event if it’s just to build a new discipline. Tough and competitive times are when great salespeople and great sales cultures are built.

Following is my outline covering the key points in this B2B Sales Podcast:

9 B2B Sales Kick-Off Strategies:

1) Revisit your ICP (Ideal Client Profile)

• Your market has changed
• Your existing client needs have changed

2) Drill down on your ICP needs, risks, missed opportunities, and align them with your solutions.

3) Improve your lead nurturing game

• More contact
• More variety
• Better context
• Better timing
• More relationship
• More discrimination

4) Expand while your competitors and contracting.

• Your competitors are hunkering down and hatching, take advantage of this.
• Get out and make some noise
• Look for who has laid of salespeople – unhappy customers and abandoned leads

This includes knowing why people leave suppliers and scan the market for:

• Change in executives
• Supply change problems
• Change in salesperson
• Lack of innovation or broad solutions
• Do your price, quality, function grid

5) Go broad on lead awareness and monitoring and invest in tools like Sales Navigator to look for signals

• Hiring
• Financing
• Mergers
• Product launches
• News

6) Build your own in-bound marketer, brand, resource, hub, & community member

• Curate and Create content
• Engage in conversations
• Be a fan
• Get out in the community

Tell stories using video, most industries don’t have a well known salesperson that is building a brand using short-form video such as TikTok’s, Reels, and Shorts. These videos also get a lot of engagement on LinkedIn. Short-form video can include:

Advice

Events

Personal stories

7) Commit to daily outbound omnichannel disciplines at all stages of pipeline:

• Leads / Suspects
• Prospects
• Discovery
• Proposal follow-ups
• Contracts
• Customer engagement

8) Build your business acumen – clients are more sophisticated, opportunities are larger, and you need to differentiate:

Educate yourself on your clients

• Know their clients
• Know their solutions
• Know their competitors

Know the regions and markets

• Politics
• Industries
• Culture

Know your own solutions, applications, history, limitations, and the future direction. What vision would your CEO or CMO paint for the company. Get good at telling that story.

9) Have a strategic sales plan or personal sales playbook

• Map your process
• Know your best practices
• Reverse engineer your quota down to daily disciplines
• Commit to and share your KPI’s with your leader and peers and track daily

These 9 things you can focus on to make sure your B2B Sales efforts are successful in 2023. If you’re looking for a sales keynote speaker or sales training for your team in 2023 you can reach Shane Gibson at [email protected].

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