Episode 43 : Selling To MILLENNIALS

Millennials are growing in importance in B2B purchasing decision-making. What are they looking for in vendors, partners and relationships? We have heard so much about personalizing our approach to buyers, but are we personalizing around age? The "Digital Natives" as a recent HBR article refers to them(20-35 year olds) [link here: http://ow.ly/MEPV1010Nm0], approach the selection process in a very different way than their older colleagues and a growing percentage of these Digital Natives have sole decision making authority with a whopping 73% involved in influencing the decision. Dan covers what you need to know including 3 surprising criteria that many companies and sales execs may be overlooking. Thanks for listening 👊