9 Sales Trends to Look Out For in 2023

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

The sales landscape is constantly evolving, driven by advancements in technology and changing customer behaviors. According to a study by McKinsey, 70% of B2B decision-makers believe that the sales process has fundamentally changed due to digitalization.

As we enter 2023, sales teams must adapt to emerging trends to stay competitive and drive revenue growth. The good news is that there are plenty of ways to do so.

In this article, we will explore seven key sales trends that are reshaping the industry, providing valuable insights and strategies for sales professionals to navigate the evolving business landscape.

1. Personalization Takes Center Stage

One of the top sales trends to look out for in 2023 is personalization. This era could be seen as information overload. For this reason alone, customers are craving a personalized experience.

Your sales strategy should leverage data analytics and artificial intelligence (more on this below) to better understand your customers and deliver tailored solutions. To build a positive customer/client relationship, aim to have personalized sales pitches, targeted content, and one-on-one engagement.

When you can check these boxes, you’ll see your conversion rates increase as a result.

2. AI-Powered Sales Tools Gain Traction

Artificial intelligence and automation are here to generate sales. This year we are seeing a surge in AI-powered sales tools like chatbots, virtual assistance, and predictive analytics platforms.

The biggest thing is that they will save you time and money. AI will help you streamline lead generation, automate routine tasks, and provide valuable data for sales teams.

Sales pipelines and overall efficiency will be leveraged with this emerging technology.

3. Remote Selling Becomes the Norm

Ever since the COVID-19 pandemic, we’ve seen a boom in remote work and virtual selling. Remote selling is one of those sales trends that are here to stay.

In a remote environment, sales professionals need to think a little differently. This comes back to things like refining their communication skills and taking advantage of video conferencing platforms. Building trust and rapport is so crucial.

Companies will need to stay ahead of the curve and invest in remote sales training. Those that do will have the competitive edge.

4. Sustainability and Ethical Practices Drive Purchasing Decisions

These days, consumers are increasingly environmentally and socially conscious. As far as sales trends go, sustainability and ethical practices are among the more popular.

Your sales plan ought to incorporate and align with these values. Be sure to highlight eco-friendly products, adhere to fair trade practices, and be at the forefront of corporate social responsibility initiatives.

Companies that stay committed to sustainability will begin to attract those socially conscious customers.

5. Sales and Marketing Collaboration Deepens

In 2023, the lines between sales and marketing continue to blur. Successful companies know this and will foster collaboration among these teams. They know that they should align a sales strategy, share customer insights, and create compelling content that resonates with their target audience.

From the customer’s perspective, the result will be much more cohesive.

6. Augmented and Virtual Reality (AR/VR) Enhance the Buying Experience

Augmented reality (AR) and virtual (VR) are changing the game in terms of the way consumers experience products. These new technologies will continue to shape our lives in ways that feel like we’re living in the future.

From a sales perspective, products will be more immersive than ever. For example, you could use augmented reality to see how a piece of furniture will look and feel in your space. You could also try on a piece of clothing or accessory virtually.

How can you increase sales this way? The buying experience will be enhanced, and purchase hesitation will reduce. Customer appreciation and satisfaction will also improve as a result.

7. Sales Enablement Focuses on Continuous Learning

Companies will look to constantly improve and upgrade their skillset. Teams will be updated on the current industry and technology trends.

Training sessions, resources, and mentorship programs will be abundant too. Sales professionals will learn to adapt quickly to new challenges as well.

8. Account-Based Selling (ABS) Gains Momentum

Account-Based Selling (ABS) is a strategic approach that focuses on targeting high-value accounts and building personalized, long-term relationships with key decision-makers. In 2023, ABS will continue to gain momentum as companies recognize its effectiveness in driving higher conversion rates and revenue.

Sales teams will invest in advanced data analytics and customer segmentation to identify the most valuable accounts and create tailored strategies to engage and nurture them.

9. Social Selling Evolves

Social media is one of those sales trends we have kept our eye on. There’s no denying the impact it has had on our personal and professional lives. It’s hard to remember what we did without it.

From a sales professional perspective, you can use social media to connect with potential customers, build and maintain relationships, etc.

Social selling will take advantage of social listening tools to identify relevant conversations. You can then engage with prospects in a meaningful way.

To stay in the loop, you’ll want to focus on creating valuable content. Via social media platforms, you can leverage technology, expand your reach, and generate leads.

Follow These Sales Trends in 2023 and Beyond

The sales landscape of 2023 is poised for significant transformation. The emergence of new technologies will continue to shape the way sales trends turn. Customers will adapt right along with us as we navigate this dynamic environment.

Keep your eyes and ears open as you begin to generate sales in your profession. The good news is you’re not alone. Our team at The Selling Factory has all the tools to get you started in the right direction.

Contact us for a free consultation right away.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.


Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!


Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.


Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.


Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.


Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.


Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.


Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!


Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!


Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.


Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.


Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.