The state of B2B sales in 2023

An insightful round table discussion yesterday focused on the state of B2B sales in 2023 - organised by Alex Hobbs & alongside Mario Krivokapic, Mark Ackers and Scott Marker.

Some takeaways...

It's clear the majority of email & LinkedIn messaging now just blends into one.

As a business owner I experience this first hand, and don’t often feel compelled to respond, particularly when I know I’m obviously in yet another sequence!

To stand out in 2023, it’s not enough to say:

“Hi Scott, loved your comment or post on XYZ, and think what you’re doing is great!”

This is 'salesly', it’s generic (whilst the salesperson actually thinks it’s personalised) and as it's easy, everyone is doing it.

Yet emails that hit you between the eyes with a message compelling enough to make you stop in your tracks? That's rare.

Why?

Because it’s tough, it requires graft and it can’t be shoved into a lazy sequence.

It means really taking the time to think – and guess what? Most people just can’t be bothered.

And cold calls? I rarely get them – once every 3-4 months if I’m lucky.

The art of communication – a human voice through that things we call a phone - is at its lowest point in years.

Why?

Probably a combination of factors – lack of skill, drive, confidence, experience & company culture.

Many sales roles advertise "No cold calling necessary.”

Why?

Because people hate it – and prefer to hide behind tech & sequences. It demands less of them.

In sales this is deadly:

- It means you won’t grow.

- It means you won’t learn essential life skills.

- It means your typical SDR will be unable to hold a decent conversation when promoted to AE.

Isn't it time to go back to the fundamentals?

Find someone who can help you – a mentor, a coach, and be fearless in your approach, using trial and error till you start to master the art of communication.

And most of all ENJOY IT!

Speaking to a myriad of different people is infinitely more interesting than hitting 'GO' on another sequence.

So keep an eye on my posts where I share free sales content every day.

And get in touch if you think I can help you in your journey to becoming an accomplished sales professional.