Play # 012 How to Prepare for 2023 In a Down Market

Welcome to the Play #012 of the Founders GTM Newsletter. Each week I will bring you one GTM play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

In today's issue I want to talk about how to prepare for 2023. As the new year approaches, many businesses are preparing for a downturn in the market. This can be a difficult time for B2B sales teams, as they may be faced with fewer customers and less revenue. However, there are several ways that B2B sales teams can prepare for a downturn in the market and ensure that they remain successful.

1. Customer Retention

The first way that B2B sales teams can prepare for a downturn in the market is by focusing on customer retention. During economic uncertainty, it is important to keep existing customers happy and loyal. This means providing excellent customer service and ensuring that customers feel valued. It also means offering discounts or other incentives to encourage customers to stay with your business. By focusing on customer retention, B2B sales teams can ensure that their current customers remain loyal and continue to purchase from them even during tough times.

2. Diversify Your Offering

The second way that B2B sales teams can prepare for a downturn in the market is by diversifying their product offerings. During times of economic uncertainty, it is important to have multiple products or services available so that customers have options when making purchases. This could mean offering different types of products or services, such as digital products or subscription services, or expanding into new markets or industries. By diversifying their product offerings, B2B sales teams can ensure that they remain competitive even during tough times.

3. Leverage Technology

The third way that B2B sales teams can prepare for a downturn in the market is by leveraging technology to increase efficiency and reduce costs. Technology can help streamline processes such as lead generation and customer service, which can help reduce costs and increase efficiency. Additionally, technology can help automate certain tasks such as follow-up emails or appointment reminders, which can free up time for sales reps to focus on more critical tasks such as closing deals or building relationships with customers. By leveraging technology to increase efficiency and reduce costs, B2B sales teams can remain profitable even during tough times. One technology teams should be thinking about in 2023 is leveraging personality insights to better personalize the entire sales process.

Final Thoughts

By following these three tips, B2B sales teams can prepare for a downturn in the market and ensure that they remain successful even during difficult times. Focusing on customer retention, diversifying product offerings, and leveraging technology are all great ways to ensure success during an economic downturn. With these strategies in place, B2B sales teams will be well-prepared for whatever challenges come their way in 2021!

See you again next week.

-Collin Mitchell