--- title: How to Change the Way You Sell to Match How People Buy | Inbound Seller Home description: Stay relevant in today's B2B sales environment by adapting and transforming the way your sales reps sell to match how people want to buy. --- [![Inbound-Seller-Logo.png](https://www.inboundseller.com/hs-fs/hubfs/Inbound-Seller-Logo.png?width=321&name=Inbound-Seller-Logo.png "Inbound-Seller-Logo.png")](http://http:www.inboundselller.com) ![Buyers-vs-Sellers-Buyers-Have-Changed-Has-Your-Sales-Team.jpg](https://www.inboundseller.com/hs-fs/hubfs/Buyers-vs-Sellers-Buyers-Have-Changed-Has-Your-Sales-Team.jpg?width=480&name=Buyers-vs-Sellers-Buyers-Have-Changed-Has-Your-Sales-Team.jpg "Buyers-vs-Sellers-Buyers-Have-Changed-Has-Your-Sales-Team.jpg") # Buyers Have Changed... # Has Your Sales Team? Over 60% of today's B2B purchasing decisions are made without sales reps.  To stay relevant in today's sales environment, companies and sales reps need to transform the way they sell to match how people want to buy.   [![Learn More](https://no-cache.hubspot.com/cta/default/1793244/49e9ac08-e9bd-467a-962a-48ad37159e2d.png)](https://cta-redirect.hubspot.com/cta/redirect/1793244/49e9ac08-e9bd-467a-962a-48ad37159e2d) # ***How*** have buyers changed their behavior?  ![buyers-want-to-research-companies-without-sales-reps](https://www.inboundseller.com/hubfs/buyers-want-to-be-left-alone-1.svg) #### Autonomous Today's buyer simply doesn't need to rely on sales reps the way they once did.  People just don't care about buying from people, as much as we as sellers want and need that to be true.  In fact, as much as **60% of the buying process** happens without sales reps and this is expected to climb to as high as 80% by 2020.  ***[Sources: Forrester, Gartner](https://www.b2bmarketingzone.com/2020/forrester/)* ![buyers-expect-sellers-to-respond-to-them-rapidly-stopwatch](https://www.inboundseller.com/hubfs/buyers-are-demanding.svg) #### Demanding When buyers DO want to speak with a sales rep, they want to speak right then and there.   This is so important that the vendor responding to a prospect's inquiry first ends up **winning the customer's business at least 35-50% of the time**.  [*Source: Insidesales.com*](https://www.insidesales.com/insider/lead-management/sales-psychology-self-selectiong-get-there-first/) ![there-are-more-buyers-than-ever-in-a-b2b-solutions-sale](https://www.inboundseller.com/hubfs/many-buyers-in-todays-sales-process.svg) #### Complicated In under two years, the number of people involved in B2B solutions purchases has climbed from an average of 5 to almost 7.   Making this even more complex, **purchase cycles often take 97% longer** than buyers initially expected.  [Source: CEB Research](https://www.cebglobal.com/blogs/5-customer-buying-trends-all-sales-professionals-should-know/) # ***What*** does that mean for my sales team? Today's sales reps must be...  [![](https://www.inboundseller.com/hubfs/buyer-centric-sales-process.svg) ](https://www.inboundseller.com/what-is-inbound-sales) #### [Human-Centric Modern sales reps meet buyers where they already are in the buyer's journey, which increases the odds of connecting in the first place.  The best sellers do this through understanding buyer profiles, buyer personas, and practicing inbound marketing. ](https://www.inboundseller.com/what-is-inbound-sales) [Learn More](https://www.inboundseller.com/what-is-inbound-sales) [![](https://www.inboundseller.com/hubfs/modern-sales-reps-are-tech-driven.svg) ](https://www.inboundseller.com/what-is-inbound-sales) #### [Technology-Driven Modern sales reps understand that speed and optionality matter when it comes to engaging today's buyer.  The best sellers leverage technology to engage buyers quickly and through ***their*** preferred communication method, not the other way around.   ](https://www.inboundseller.com/what-is-inbound-sales) [Learn More](https://www.inboundseller.com/what-is-inbound-sales) [![](https://www.inboundseller.com/hubfs/modern-sales-reps-are-patient-and-listen.svg) ](https://www.inboundseller.com/what-is-inbound-sales) #### [Personalized and Patient  Modern sales reps tailor their entire sales process to each buyer's unique context.  They personalize, personalize, personalize.  They also build pipelines wide enough that allow them to adjust the sales process to the buyer's timeline instead of their own. ](https://www.inboundseller.com/what-is-inbound-sales) [Learn More](https://www.inboundseller.com/what-is-inbound-sales) ![Banner Image.png](https://cdn2.hubspot.net/hub/2558854/hubfs/DreamPack/Banner%20Image.png?width=1400&name=Banner%20Image.png "Banner Image.png") ## News & Articles - [Sales Negotiation ](https://www.inboundseller.com/topic/sales-negotiation) ## [How to Run a Bulletproof Negotiation](https://www.inboundseller.com/blog/how-to-run-a-bulletproof-negotiation) #### Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process. If there's at least one thing I've learne... - [Lead Generation ](https://www.inboundseller.com/topic/lead-generation) ## [The Critical Importance Of Lead Validation In Internet Marketing](https://www.inboundseller.com/blog/the-critical-importance-of-lead-validation-in-internet-marketing) #### A guest blog post, by Aaron Wittersheim. Aaron is the Chief Operating Officer at Internet marketing agency Straight North. Every click your company’s ... - [Inbound Sales , ](https://www.inboundseller.com/topic/inbound-sales) - [Evolution of Sales ](https://www.inboundseller.com/topic/evolution-of-sales) ## [Why Humans May Be the Bug in Your Company's Sales Process](https://www.inboundseller.com/blog/why-humans-may-be-the-bug-in-your-companys-sales-process) #### That’s probably the last thing you expected to hear from a career salesman.Sure, it’s easier to claim “relationships are the cornerstone of every sale... - [marketing ](https://www.inboundseller.com/topic/marketing) ## [Using 3D Animations as a Sales Tool](https://www.inboundseller.com/blog/using-3d-animations-as-a-sales-tool) #### This is an interesting guest post and infographic from Ghost Productions. I'd be interested in getting your feedback on this to see if sharing more of... ![](https://cdn2.hubspot.net/hub/2558854/hubfs/DreamPack/Email%20Icon.png?t=1506334758336&width=47&name=Email%20Icon.png) ### Subscribe to Email Updates [About](https://www.inboundseller.com/about-us) At Inbound Seller, we teach sales teams how to transform the way they sell to match how people buy. We work with a wide variety of clients looking to improve their sales skills and performance.  Whether you're an individual looking for personal coaching, or a sales leader looking to help your team, [we can help](https://www.inboundseller.com/inbound-sales-and-training-help-contact-inbound-seller).   [Contact](https://www.inboundseller.com/inbound-sales-and-training-help-contact-inbound-seller) If you have questions about the services we offer, tell us a little bit about yourself by filling out [this short form](https://www.inboundseller.com/inbound-sales-and-training-help-contact-inbound-seller) and we'll get in touch with you soon.  [Contribute to the Blog](https://www.inboundseller.com/contribute-to-the-inbound-sales-blog-inbound-seller) If you'd like to contribute articles to our blog or write for our blog, we'd like to [hear from you](https://www.inboundseller.com/contribute-to-the-inbound-sales-blog-inbound-seller).   ### Subscribe - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/fb-16-icon.png)](https://#) - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/twitter-16-icon.png)](https://#) - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/google-plus-16-icon.png)](https://#) - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/instagram-16-icon.png)](https://#) ###### © 2018 All Right Reserved.  All images credited to [Flat Icon](https://www.inboundseller.com/www.flaticon.com).  [![Inbound-Seller-Logo.png](https://www.inboundseller.com/hs-fs/hubfs/Inbound-Seller-Logo.png?width=321&name=Inbound-Seller-Logo.png "Inbound-Seller-Logo.png")](https://www.inboundseller.com)