--- title: OpenView’s 22 make-or-break sales and marketing predictions for 2013 description: OpenView Labs have collected 22 make-or-break predictions for B2B sales and marketing in 2013. --- This is a search field with an autosuggest feature attached. - There are no suggestions because the search field is empty. # OpenView’s 22 make-or-break sales and marketing predictions for 2013 ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) January 15, 2013 What are the key trends that are likely to impact B2B sales and marketing in 2013? [OpenView Labs](http://labs.openviewpartners.com/) - one of the best sources of information anywhere on the web for expansion stage technology companies - recently published 22 predictions. I was pleased to be asked to be one of the contributors. You can [read all of the opinions in the full blog post here](http://labs.openviewpartners.com/b2b-sales-predictions-for-2013/), but just to give you a flavour, I'd like to share the headlines and a fascinating graphic summarising some of the key points below. [![openview labs logo](https://www.inflexion-point.com/Portals/41408/images/openview-labs-logo.png?width=315&height=50&name=openview-labs-logo.png)](http://labs.openviewpartners.com/)Inevitably, some of the predictions are at odds with each other. Which do you agree with? Which are likely to have the most impact on YOUR go-to-market strategies in 2013? > 1. Aligning content with the on-going sales conversation is going to be key > 2. Successful salespeople will position themselves as people of value > 3. Buyers will control the prospecting process > 4. Inbound marketing won’t replace traditional prospecting > 5. Say goodbye to the road warriors > 6. Sales (as we know it) is dead > 7. No room for dead weight: focus on grooming sales talent with promise > 8. Increased investment in recruiting & retention > 9. Time to get personal with lead nurturing > 10. Touch points, touch points, touch points > 11. The days of manually dialling are over > 12. Social selling surpasses cold calling > 13. LinkedIn becomes the premier prospecting tool for b2b selling > 14. Social collaboration leads to new opportunities > 15. Sellers will join in on more social conversations > 16. Buying process maps are going to be crucial > 17. It’s time to add buying facilitation® to your sales efforts to influence the buying decision path > 18. Salespeople will have unprecedented access to buyers > 19. It will become even more challenging to connect with buyers > 20. It’s all about value-add — and customers will be willing to pay more for it > 21. Benchmarking is key > 22. Finding opportunities, sales enablement, customer retention, controlling costs, leading from the front Here's that infographic: [22 Must-Read Sales Predictions for 2013](http://www.scribd.com/doc/120157519/22-Must-Read-Sales-Predictions-for-2013) by [OpenView Venture Partners](http://www.scribd.com/OpenViewPartners) And here’s that [link to the full blog post again](http://labs.openviewpartners.com/b2b-sales-predictions-for-2013/). ###### Tags: [B2B Marketing, ](https://www.inflexion-point.com/blog/topic/b2b-marketing) [Thought Leaders, ](https://www.inflexion-point.com/blog/topic/thought-leaders) [Complex Sales](https://www.inflexion-point.com/blog/topic/complex-sales) ![Bob Apollo](https://app.hubspot.com/settings/avatar/78fa41976d534cacbb0e22e151bc6816) Post by [Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo) January 15, 2013 Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes. [Follow me on my website](https://www.inflexion-point.com) [Follow me on LinkedIn ](https://uk.linkedin.com/in/bobapollo) [Follow me on Twitter ](https://twitter.com/bobapollo) ### Comments ###### Related Articles ### [B2B Marketing: From Thought Leadership to Trusted Advisorship...](https://www.inflexion-point.com/Blog/bid/45398/B2B-Marketing-From-Thought-Leadership-to-Trusted-Advisorship) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Sep 21, 2010** Most B2B Marketing Plans make some reference to establishing "thought leadership". It may surprise you to learn that the ... ### [How Are B2B Marketers Optimising Their Funnel? (from MarketingSherpa)](https://www.inflexion-point.com/Blog/bid/68804/How-Are-B2B-Marketers-Optimising-Their-Funnel-from-MarketingSherpa) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Aug 03, 2011** MarketingSherpa recently published a fascinating infographic from their upcoming 2012 B2B Marketing Benchmark Study. Their ... ### [A History of Disruptions in B2B Marketing](https://www.inflexion-point.com/Blog/bid/80494/A-History-of-Disruptions-in-B2B-Marketing) Posted by **[Bob Apollo](https://www.inflexion-point.com/blog/author/bob-apollo),** **Jan 13, 2012** The good folks at Eloqua have come up with an infographic to celebrate the launch of their latest offering - Eloqua Engage ... 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