Automotive trends Modern Sales Process

[video] The Modern Buyer and B2B Sales

For our second blog post in the series ‘The Modern Sales process’, we’re looking at what makes someone a “Modern Buyer”...

Let’s all say it together – today’s buyer has all the power. We’re all the person with the keys. It’s a hard pill to swallow, admitting you don’t have control, but once you do you can really start to level the playing field.

Modern Buyer

Modern buyers are very efficient at tuning out interruption

Think about this for yourself –

When was the last time that you were actually caught by a cold call?

How many unsolicited emails do you you actually open and read?

Learn the new method to easily identify the right prospects at the right time...

Modern buyers know how to find their own information

For every competitive space, there’s a product or review site out there.

For even the most niche of industries like Automotive and Motorsport, there are a dozen active online groups and forums.

When modern buyers buy, they do it on their own timeline and terms

A ‘Think with Google’ study found that ‘Today's business buyers do not contact suppliers directly until 57 percent of the purchase process is complete’.

When modern buyers buy

This probably isn’t new and this shouldn’t come as a shock to anyone because we are all modern buyers.

Yet most sales teams in Automotive are trying to sell to modern buyers with a legacy sales process and unless you change and evolve you will struggle to survive the future.

Just think about your own buyers journeys for the latest products you’ve purchased. I know personally I have tried to avoid salespeople as long as possible. I conduct my own research, check websites, read reviews, etc.

Trying to sell to modern buyers with a legacy sales process is like trying to fit a square peg in a round hole... It just isn’t efficient or effective in selling to the modern b2b buyer in Automotive.

Something’s gotta change!

Want to learn more?

Trends, Tools, and Techniques for the Modern Sales Process...

About the author

Picture of James Walters

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.