Buyers Don't Need Salespeople Anymore. Here's What Salespeople Should Do...
Posted: Tue Apr 22, 2025 5:51 am
There is a huge gap between buyers’ expectations and traditional sales methods today. New technologies are transforming the buyer’s journey, changing the way they buy and what they want to hear from salespeople. It is up to the salesperson to decide whether or not to adapt to this new reality.
Access to information, interactivity and resources on a wide range of devices and media has shaped a new profile of buyers and consumers who have started to research much more about the products and services they wish to purchase.
This has meant that the usa mobile database buyer has taken on a leading role in this process, to the point that when they first make contact with the supplier, they already have 60% of the information they need for a given purchase.
According to a study conducted with companies from different segments by Hubspot, the "State of Inbound 2016", of all the salespeople interviewed, 72% stated that the leads that reach them already have some knowledge about their company, products or contracted services.
The report also states that 62% of buyers prefer to search for more information on Google and only 29% of them want to speak to a salesperson to learn more about a particular product.
This new reality is confirmed at another point in the research, where 57% of the sellers interviewed recognize that buyers are increasingly less dependent on help from the sellers themselves to continue with the purchasing process.
Although the idea of dealing with a more informed potential customer may seem more productive, it is important for the salesperson to be prepared to adjust the conversation at this specific level and not tire the buyer. In other cases, the lead is not even fully aware of the problem they are facing, much less of the alternative solutions. In this case, it is necessary to adopt a new stance, less commercial and more consultative, that is, it is time to invest in an Inbound Sales strategy.
So, how should sellers act in the face of this new reality?
Capturing the customer's attention by delivering value. You need to be useful, relevant and effective to show the customer that you can help them meet a specific need. For example, offer information and educational content that will help them better understand their problem and then it will be easier to present your solutions. This will build a relationship of trust that will greatly facilitate your sales.
Access to information, interactivity and resources on a wide range of devices and media has shaped a new profile of buyers and consumers who have started to research much more about the products and services they wish to purchase.
This has meant that the usa mobile database buyer has taken on a leading role in this process, to the point that when they first make contact with the supplier, they already have 60% of the information they need for a given purchase.
According to a study conducted with companies from different segments by Hubspot, the "State of Inbound 2016", of all the salespeople interviewed, 72% stated that the leads that reach them already have some knowledge about their company, products or contracted services.
The report also states that 62% of buyers prefer to search for more information on Google and only 29% of them want to speak to a salesperson to learn more about a particular product.
This new reality is confirmed at another point in the research, where 57% of the sellers interviewed recognize that buyers are increasingly less dependent on help from the sellers themselves to continue with the purchasing process.
Although the idea of dealing with a more informed potential customer may seem more productive, it is important for the salesperson to be prepared to adjust the conversation at this specific level and not tire the buyer. In other cases, the lead is not even fully aware of the problem they are facing, much less of the alternative solutions. In this case, it is necessary to adopt a new stance, less commercial and more consultative, that is, it is time to invest in an Inbound Sales strategy.
So, how should sellers act in the face of this new reality?
Capturing the customer's attention by delivering value. You need to be useful, relevant and effective to show the customer that you can help them meet a specific need. For example, offer information and educational content that will help them better understand their problem and then it will be easier to present your solutions. This will build a relationship of trust that will greatly facilitate your sales.