# Top digital selling trends in 2023

While people are eagerly looking forward to in-person interactions, it is safe to say that remote selling is here to stay. **As technology advances, the remote selling experience needs to be as natural and fruitful as the in-person sales experience.**

Digital selling is an important channel for meeting [buyer expectations](/content/blog/buyer-experience/index.html), prospecting and communicating in a hybrid work world.

## **Top digital selling trends:**

- [Social selling is going to scale](/content/blog/top-digital-selling-trends-in-2022#social-selling/index.html)
- [Coaching reps will optimize the training process](/content/blog/top-digital-selling-trends-in-2022#coaching-reps/index.html)
- [Accessing multiple touchpoints will be crucial](/content/blog/top-digital-selling-trends-in-2022#touch-points/index.html)
- [Selling will be based on relationships](/content/blog/top-digital-selling-trends-in-2022#relationships/index.html)

Let's do a deep dive into the digital selling trends that will shape the sales landscape in 2023.

## Social selling is going to scale

Social selling means selling on social media. It refers to the process of building a relationship with the potential customer and finding an audience that benefits from your services.

98% of sales reps with 5000+ LinkedIn connections meet or surpass sales quotas, according to [HubSpot’s State of Inbound Marketing Report 2021](https://www.hubspot.com/state-of-marketing?hubs_post=blog.hubspot.com%2Fsales%2Fsocial-selling-stats-that-will-inspire-you&hubs_post-cta=State%20of%20Inbound%20Sales%20report&_ga=2.94077588.84656007.1650983568-356919803.1650799039) — making it crucial to have a personal brand for hitting sales targets. Building a personal brand to aid social selling not only proves credibility as an expert but also helps the sales rep leverage the power of social media to generate leads.

The effectiveness of social selling is determined by showing up where your audience is. For B2B professionals it is important to have a personal brand on a platform like LinkedIn to build an audience and amplify networking.

Mathias Thulin, CSO at GetAccept rightly says, **“** **_We are in an era where personal brands are now becoming equal to, or even bigger than company brands._** **”**

Even if you are acing the sales game through phone calls or emails, think about the value you can provide—and gain— through social channels. **Connecting with prospects and peers, sharing new opinions and engaging with your audience are just the beginning of the list. Truly, it is the holy grail to** **_quicker_** **success.**

Daniel Disney, Founder of The Daily Sales, says that ‘ _building a personal brand is not a requirement to be successful, but it’s a requirement to be as successful as you possibly can_’.

## Coaching reps will optimize the training process

To excel in the remote selling environment it is vital to help sales reps gauge customer behavior.

Flavia Colombo, Sales Director at Nordilux Hubspot says _‘_ _Hubspot is creating more and more programs for sales reps to build the right content and proper engagement.’_

Regular training programs can help sales reps **be better prepared for online interactions with customers**. It implements a set of **best practices to create engagement** and l **everage the right content to build a trusted network**.

**Coaching sales reps to properly navigate the digital sales environment is going to be one of the biggest selling trends of 2023**.

_“If I am thinking about my sales rep, it depends on the training and communication and training we are providing them in a remote sales interaction. You have to be sure that you are giving them the tools to be effective in a remote selling environment,”_ says Flavia _._

**Coaching tools like Gong, record, transcribe and analyze all sales calls so you can predict customer behavior to help guide sales decisions**.

## Accessing multiple touchpoints will be crucial

Effective digital selling **means accessing different touchpoints to make the buyer experience personal and trustworthy**—all in a virtual environment.

To have some semblance of the in-person experience in your online communication channels– using video tools can help. ‘ _95% of the message retains with video whereas only 10% retains through text mediums. Videos are personal and make you memorable,