Infographic: The Millennial impact on B2B sales
POSTED : November 26, 2019
BY : Rebecca Lucash

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:

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!

Millennials infographic

Learn how to better understand the commercial customer’s experience in our report B2B.CX.

About the Author

A picture of Rebecca LucashRebecca Lucash is a Consultant at Concentrix Catalyst specializing in research and insights-driven strategy. She is passionate about customer-centric marketing – learning what drives customer behavior, and leveraging those insights to create value and more meaningful experiences. Prior to joining Concentrix Catalyst, Rebecca worked in the consumer packaged goods and publishing industries.

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