Infographic: The Millennial impact on B2B sales
Ah, the Millennials. The generation that has been discussed, and dissected, ad nauseam for the past decade. However, this group, over 72 million strong in the United States, has grown up and many now hold decision-making positions within their companies. When it comes to B2B sales, selling to a generation of consumers who have grown up on the internet requires deploying different strategies.
What does this generational shift mean for B2B sales? It means a change in strategy is in order for sales teams. As my colleagues recently pointed out in their webinar, Building Relationship and Closing Deals with Digital Tools, implementing the right digital tools will help you to better connect with your Millennial sales prospects. Another way to connect with Millennial buyers is through the overall strategy sellers deploy—organizations should also anticipate the expectations of Millennial B2B buyers, which include the desire to be treated as partners, not targets. To elaborate further:
- Enterprise technology buying is changing
- Customer experience is evolving
- Post-purchase experience is becoming as important as the product itself
The Millennial takeover is happening now. In 2019 they surpassed Baby Boomers as America’s largest living generation. Millennials are now a major part of the technology purchasing process for their companies.
Follow us downstream as we show you how to land a Millennial B2B sales buyer!