It’s a new year and that means it’s predictions time. We turned to the experts who made our Top 25 Sales Influencers for 2012 to ask them what trends will make the biggest waves this year. Will they wreak havoc on your business or will you be ahead of the game?

1. PRESENTS
What trends will
have the biggest
impact on your
business this year?
MUST-READ
SALES PREDICTIONS
FOR 2013
TOP SALES INCLUDING:
INFLUENCERS » Brian Carroll
» Jonathan Farrington
WEIGH IN » Colleen Francis
We asked some of the » S. Anthony Iannarino
biggest names in sales to » Kendra Lee
lay their chips on the table » Lee B. Salz
and predict which B2B
» Mike Weinberg
sales trends you have to
And more from our
watch in 2013. list of the Top 25 Sales
Influencers for 2012.
WHAT TO EXPECT IN 2013
WHAT’S IN, WHAT’S OUT?
CONTENT & THOUGHT LEADERSHIP
Sales leaders will turn to content to establish
themselves as thought leaders. It’s all about
providing value-add and building long-term
customer relationships.
FIELD REPS
Say goodbye to the road warriors — they’ll
give way to more inside sales teams.
KEY DRIVERS OF SUCCESS THIS YEAR
AUTOMATION SOCIAL MEDIA
Marketing automation Social selling overtakes
and personalized lead cold calling and LinkedIn
nurturing take on new becomes the premier
importance. B2B prospecting tool.
YEAR OF THE BUYER
Buyers will control the prospect-
ing process, making the ability to
influence their decision process
essential.
WHAT’S YOUR SALES
PREDICTION FOR 2013?
Read the full list of predictions and share yours at: