The 3 Rules for Effectively Selling to Millennials | Tom Burton - 1620

More than 50% of the workforce are millennials. Millennials are now the predominant decision-makers in B2B purchasing decisions. Tom Burton, author of The Revenue Zone joins Donald to discuss the top three rules for effectively selling to millennials.

Change is Inevitable

• Younger buyers have no tolerance for the traditional B2B model.
• They want to do their own research and control their buying journey.
• Preference is to avoid talking to salespeople.
• 80% more millennials are likely to buy if the sales process is consultative.

The Three Rules

• The mindset of a salesperson needs to be different. The buyer wants to be in control of their journey. Today’s salesperson needs to be flexible.
• Make your content accessible to your buyer – (non-gated). Create relevant content that is frictionless.
• Enable the buyer experience to be guided step-by-step.

Takeaways

• Confused prospects don’t become buyers.
• Answer the first questions of your prospect of what is the value proposition.
• Share the recommended journey.
• Buyers want guidance.
• Works well through social selling.

“The buyer wants to be in control of their journey. Today’s salesperson needs to be flexible.” – Tom Burton

• Connect with Tom at www.TheRevenueZone.com

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Credits

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com