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    OpenView’s 22 make-or-break sales and marketing predictions for 2013

    Bob Apollo
    Post by Bob Apollo
    January 15, 2013

    What are the key trends that are likely to impact B2B sales and marketing in 2013? OpenView Labs - 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, 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 logoInevitably, 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 by OpenView Venture Partners

    And here’s that link to the full blog post again.

    Bob Apollo
    Post by 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.