In the world of sales, change is the only constant. Technology keeps advancing, and customer expectations are ever-evolving. As a result, what worked last year or even last month may not be effective today. 

Staying ahead of these changes can be a task and a half, but keeping an ear to the ground helps ensure that your business stays competitive. So, here are five concepts that will influence sales in 2023. The article also shares tips from top sales training programs on how to win.

AI-driven personalization

The demand for personalization continues to spiral upwards. According to Salesforce, 73% of shoppers expect brands to understand their unique preferences. Companies are tapping into AI tools to help unlock new opportunities for personalization. 

Analysts say that by 2024, AI-driven personalization will inject over $2 trillion into the global economy. Here are a few ways companies can leverage this trend.

• Use AI software to make predictions on what customers want and recommend the best products at the right time.
• Use customer data to determine the optimal price for each product or service.
• Develop hyper-targeted marketing campaigns triggered by customer actions and behaviors.

Voice-enabled commerce

The rise of voice-enabled devices has revolutionized shopping. Customers use voice technology used to search for products, compare prices, and even place orders. Accenture reports that 80% of customers prefer this technology over traditional methods. 

By 2025, voice technology will handle up to 50% of all searches, according to Gartner. Businesses can capitalize on this trend by:

• Creating voice-optimized content that answers customers’ questions.
• Integrating voice technology into their websites and eCommerce platforms.
• Implementing voice-activated ordering systems for customers.

Sales automation 

Sales automation is a game-changer for boosting efficiency, reducing manual tasks and closing more deals. Estimates have the market for sales automation software reaching $5.5 billion by 2025. 

Although the technology is powerful, it comes with potential pitfalls. Particularly, sales automation can cause customers to feel disconnected. Sales automation training programs share the following tips on how to optimize the use of technology without getting tripped up.

• Design automated sales processes tailored to the customer’s journey.
• Use automation to complement, not replace, human interactions with customers.
• Use AI-driven analytics to track customer satisfaction. This will help you identify the most successful automated processes.

Live streaming videos

Video content has been a crucial part of the online customer journey for several years. Now, live streaming is kicking things up to a whole new level. Social Media Today reports that 79% of customers are more likely to buy products after watching a live stream. 

Here are a few tips on how to latch on to this trend.

• Stir up excitement for your live stream by posting teasers on social media and other platforms.
• Engage with viewers during the live stream. You can use polls or Q&A sessions.
• Reward viewers with special offers for participating. 
• Collaborate with influencers and micro-influencers to reach new audiences.

Social commerce

The last two years saw a massive surge in social commerce. Not only are more people shopping on social platforms, but they’re also spending more. In 2022 the average shopper spent over $500, according to Statista. Analysts predict that number jumping to $937 in the next three years.

With social commerce, businesses can expand their reach and boost brand awareness–all from a single platform. Here are four ways you can incorporate the growing trend of social commerce.

• Offer special incentives or discounts for social media-linked purchases. 
• Partner with influencers and micro-influencers to promote your products on their channels. 
• Create engaging content that encourages people to interact with your brand. For example, contests and giveaways. 
• Share user generated content to build trust and loyalty.

These are a few trends to watch as the year rolls on. The key is not to jump on every trend. Instead, carefully evaluate which ones will work for your business. Then create a training program that equips your sales team with the skills to deliver impressive results.