--- title: How does long-term growth work? description: How does long-term growth work when the modern buyer is different than just a couple of years ago? Learn how Sales Has Changed... image: https://www.thetreegroup.co.uk/hubfs/The_Tree_Group_Feb2018/images/sales-process-in-Automotive-and-Motorsport-sm.png --- [![Tree Group Sales Development and Lead Generation for Motorsport Companies - Blue Logo - PNG](https://www.thetreegroup.co.uk/hs-fs/hubfs/Images/Logos/Tree%20Group%20Sales%20Development%20and%20Lead%20Generation%20for%20Motorsport%20Companies%20-%20Blue%20Logo%20-%20PNG.png?width=82&height=82&name=Tree%20Group%20Sales%20Development%20and%20Lead%20Generation%20for%20Motorsport%20Companies%20-%20Blue%20Logo%20-%20PNG.png)](https://www.thetreegroup.co.uk/)   [Automotive trends](https://www.thetreegroup.co.uk/news/tag/automotive-trends) [Sales Has Changed](https://www.thetreegroup.co.uk/news/tag/sales-has-changed) # How does long-term growth work? 18 Jan 2018 Written by [James Walters](https://www.thetreegroup.co.uk/news/author/james-walters) - [Tweet](https://twitter.com/share) The modern buyer has changed the sales process, you’re probably aware, but are you brushed up on the new practices to follow in order to keep up with the new sales process? The Internet has changed humans; everyone’s an expert, people can do product research on their own at the click of a few buttons, and no salesperson is really even required anymore! So where can you, a salesperson, play an important part in this new world? ![How the modern buyer has redefined the sales process in Automotive and Motorsport ](https://www.thetreegroup.co.uk/hubfs/The_Tree_Group_Feb2018/images/sales-process-in-Automotive-and-Motorsport01.png)   Nurture your leads   Lead nurturing is important in the modern day sales process. If your prospects don’t feel like you value their custom more than other companies would, they’re probably not going to become a customer, according to HubSpot’s State of Inbound 2017, 9% more sales reps make quota in companies that excel in lead nurturing. [![Learn how Sales Has Changed and how you can sell to the modern buyer in Automotive...](https://no-cache.hubspot.com/cta/default/1966464/84cfbaa2-e44a-4032-843d-817f5c3b1ed9.png)](https://cta-redirect.hubspot.com/cta/redirect/1966464/84cfbaa2-e44a-4032-843d-817f5c3b1ed9) Embrace the new buying cycle   Salesforce Global’s customer growth and innovation evangelist, Tiffani Bova, said “Today’s sales organizations must shift from trying to control their internally driven sales cycle and truly embrace the new customer-driven buying cycle - otherwise, prospects will eliminate you from their consideration list and buy from your competition.”   Create personal connections   You’re also 4.2x more likely to get an appointment if you have a personal connection with a buyer, which means lead nurturing comes into play here, too. Really, lead nurturing is at the core of the new modern sales process, and is the most important thing! Because so many things are readily available to buy online so easily, it pays off to be a friendly, caring salesperson, and make sure that your prospects know that your company really cares about it’s clients.   The Internet’s rise in prominence has caused a shift in power from the salesperson to the buyer, so ultimately, if [business growth is important for your Automotive company](https://www.thetreegroup.co.uk/services), you just need to cater to their needs and be friendly towards them, and they’ll be a buyer in no time! [![Learn how to Sell to the Modern Buyer...](https://no-cache.hubspot.com/cta/default/1966464/71d4fa0e-b7dd-4bcb-819e-48b59c36c31c.png)](https://cta-redirect.hubspot.com/cta/redirect/1966464/71d4fa0e-b7dd-4bcb-819e-48b59c36c31c) About the author ![Picture of James Walters](https://app.hubspot.com/settings/avatar/e5d65f644f94e05f227900871f3144a8) James Walters is the Commercial director at The Tree Group, a Business Growth agency that helps Automotive companies with at least 10 staff and a desire to grow by 15% in the next 18-months. [www.thetreegroup.co.uk](https://www.thetreegroup.co.uk/) [LinkedIn](https://uk.linkedin.com/in/jamesrobertwalters) [Twitter](https://twitter.com/james_r_walters) Tags: [Automotive trends](https://www.thetreegroup.co.uk/news/tag/automotive-trends) [Sales Has Changed](https://www.thetreegroup.co.uk/news/tag/sales-has-changed) ### Subscribe by email ### Follow Us - [![Linkedin](https://www.thetreegroup.co.uk/hubfs/The_Tree_Group_Feb2018/images/linkedin.png?t=1517833833391)](https://www.linkedin.com/company/tree-group) - [![Twitter](https://www.thetreegroup.co.uk/hubfs/The_Tree_Group_Feb2018/images/twitter.png?t=1517833833391)](https://twitter.com/Tree_Group) - [![Facebook](https://www.thetreegroup.co.uk/hubfs/The_Tree_Group_Feb2018/images/facebook.png?t=1517833833391)](https://www.facebook.com/TreeGroupConsultants) - [![Rss](https://www.thetreegroup.co.uk/hubfs/The_Tree_Group_Feb2018/images/rss.png?t=1517833833391)](https://www.thetreegroup.co.uk/news/rss.xml) ### Recent Posts [![What is your sales process, once you get a lead, referral or a call?](https://www.thetreegroup.co.uk/hubfs/Shaking%20Hands%20Shutterstock%20SAS%20%281%29.jpg) ](https://www.thetreegroup.co.uk/news/what-is-your-sales-process-once-you-get-a-lead-referral-or-a-call) ##### [What is your sales process, once you get a lead, referral or a call?](https://www.thetreegroup.co.uk/news/what-is-your-sales-process-once-you-get-a-lead-referral-or-a-call) 4 Nov 2023 [![Making Your CRM Work For You](https://www.thetreegroup.co.uk/hubfs/crm-customer-relationship-management-business-internet-techology-concept-137888377.jpg) ](https://www.thetreegroup.co.uk/news/makingyourcrmworkforyou) ##### [Making Your CRM Work For You](https://www.thetreegroup.co.uk/news/makingyourcrmworkforyou) 22 Jun 2021 [![How the sales landscape has been changed by COVID](https://www.thetreegroup.co.uk/hubfs/ZOOM.png) ](https://www.thetreegroup.co.uk/news/post-covid-sales) ##### [How the sales landscape has been changed by COVID](https://www.thetreegroup.co.uk/news/post-covid-sales) 28 Apr 2021 [![Would you like to know more about our new fixed cost sales starter package?](https://www.thetreegroup.co.uk/hubfs/Screenshot%202020-11-18%20at%2011.01.41.png) ](https://www.thetreegroup.co.uk/news/new-starter-package) ##### [Would you like to know more about our new fixed cost sales starter package?](https://www.thetreegroup.co.uk/news/new-starter-package) 18 Nov 2020 [![Case Study - 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