Professional salespeople , B2B salespeople, see brutal transformations taking place around them at a dizzying pace . It is not a time of change, but a change of time. It is therefore necessary to jump on the bandwagon as soon as possible and prepare strategies and teams for this transformation in purchasing behavior.
You can't sell the same way phone number list now as you did 20 years ago. In fact, you can't follow a formula from two or three years ago, because the behaviors, expectations, and relationships between customers and salespeople have changed . And they do so every day.
Here are four changes that have already happened in B2B marketing that you may have overlooked.
- Millennials are (very) skeptical of salespeople
B2B buyers are generally skeptical of salespeople’s messages and tactics and rely on data-backed evidence above all else. This trend is even more pronounced with younger buyers . Millennials are increasingly joining professional decision-making teams and, as a result, have more influence on purchasing decisions.
And this audience, raised in an age of information abundance and highly educated, cannot be tricked. They know what information they are looking for and where to find it . They are very comfortable doing their own research online and are wary of salespeople.