The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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. Buye