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Trends & Insights: How 2025 is changing the way you need to sell in 2026
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2025 was a challenging year for many entrepreneurs selling to corporate clients—but there's so much hope for 2026.
The sales landscape is shifting: AI and social media aren't silver bullets, and relying on content won't cut it. What really matters now is having a best-practice sales process, accountability, and meaningful human connections.
Companies are spending more on external providers, and there are huge opportunities ahead. If you want consistent B2B sales next year, it's time to ditch shortcuts and focus on proven, proactive strategies. 2026 has the potential to be your best year yet if you adapt and take action now!
November is here but before you switch off for Christmas, let's talk about how you can turn 2026 into your best year for landing corporate clients—no matter how turbulent 2025 has felt.
Why Was 2025 So Tough?
This year threw lots of curveballs - personal challenges, market surprises, and a general sense that everything took more effort than ever.
Sound familiar?
You're not alone.
But here's the good news: there are real reasons behind the difficulties, and knowing them lets you make smart moves for next year.
Big Market Shifts You Need to Know
The Complacency Trap: If you coasted on strategies that worked in previous years, you may have hit a plateau. The trick for 2026? Higher accountability, renewed motivation, and getting back to best practice sales activities. It's not about fancy advanced strategies-it's about consistency and nailing the basics.
The AI Dilemma: AI was meant to make life easier, but in sales, it's created more problems than it solved-damaging communication skills, critical thinking, and even self-confidence. Companies want real people who offer real expertise, not just AI-generated solutions. For next year, human connection is a premium asset.
Social Media Fatigue: LinkedIn reach is down and content alone isn't landing corporate deals. It's time to ditch content-first approaches and embrace proactive, measurable sales activities. If you're tired of posting for engagement that doesn't convert-this is your sign.
B2C Burnout & Revenue Squeeze: Selling to individual consumers is harder than ever, especially with incoming tax changes (like the UK's rumored VAT threshold drop). Smart entrepreneurs are moving toward B2B and corporate sales, which means more competition-but also more opportunity for those with the best processes.
Here's the Hope for 2026
Permanent headcount in organisations is down, but spend on external providers is up. More companies are looking for outside consultants, trainers, and service providers than ever before—and paying them higher average deal values. Repeat business is rising, and if you can master your sales process now, 2026 has the potential to be your best year yet.
What Should You Do?
Drop the haphazard stuff and shortcuts.
Embrace a best practice sales process—focus on accountability, motivation and measurable lead generation.
Be direct and clear in your communications. No more vague networking "chats"- every interaction should demonstrate your value.
Don't rely on AI for sales conversations or strategy. Build your expertise and confidence.
Get ready for increased competition from B2C entrepreneurs jumping to B2B. The winners will be those who stand out with credibility and process.
Need support getting your sales process in shape? Check out the Cold and Sold Bundle - three essential handpicked resources to help you overcome this year's challenges and win big next year.
Key Resources Mentioned in this Episode:
Click here for the direct link to Cold + Sold: https://smartleaderssell.thrivecart.com/cold-and-sold-bundle/
If you want to learn more about The Expert Services Directory, click here: http://bit.ly/4f3ch1I
If you've enjoyed listening to Trends & Insights: How 2025 is changing the way you need to sell in 2026 check out these other episodes that may be of interest.
Top B2B Trends and Insights to set yourself up for success
https://bit.ly/SellingtoCorporate060
4 key trends and insights for selling to corporate clients (without overwhelm)
https://bit.ly/SellingToCorporate118
The #1 2025 trend that has secretly stopped your sales growth (and what to focus on instead!)
https://bit.ly/SellingToCorporate160
Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link https://smartleaderssell.vipmembervault.com/cc2026waitlist
If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/
Content Disclaimer
The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
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