How to engage with millennial and gen Z buyers

Duration 56 minutes: As a result of joining this event, you'll better understand the generational shifts and their impacts on the B2B buying experience, which will enable you to better engage with younger buyers.

Credit CPDEx:1.0

Tag(s) Business, English, Level 4, Level 3, Level 2, Level 5, Inside Sales, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Finding & Qualifying Opportunities, Governance and Risk, L4C2, L3C2, L3C3, L4C5, L3C1, L3B4, L3C4, L3B5, L4B4, L4C6, L4C8, L4B6, L4C7

How to engage with millennial and gen Z buyers

Description

Recommended audience

Sales leaders who are looking to delight younger buyers with exceptional buying experiences

Type of audience

UK and International

Description

Generational shifts in buyer behaviours - how to engage with millennial and gen Z buyers

Every generation brings its own predilections into the workforce, forcing those around them to adopt and adapt; Baby Boomers owned their Rolodex, Gen Xers brought their PDAs to work, Millennials brought instant messaging. Gen Z wants more than mere convenience, accessibility and efficiency. But why should this matter to you?

…Well, according to Forrester’s 'B2B Buyer journey Report', Millennials and Generation Z now hold the decision-making keys for most B2B purchases, c. 65% in fact.

Younger buyers are more demanding, engaging in more buying activities, and more willing to express their dissatisfaction with the buying process.

Generational shifts in the workplace are turning the business buying process on its head. Lack of understanding about Millennial and Gen Z buying behaviours will adversely affect our ability to reach, engage, and ultimately win these buyers over.

Key takeaways

How to better engage with Millennials and Gen Z.
Capitalising on growing consumerisation of B2B sales.
Improving overall buying experience.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Jordan Abbott, Ambassador, Emerging Professionals Network

Jordan Abbott (Millennial, only just) joined the world of B2B sales, working for a sales agency which exposed him to the good, the bad, and the ugly in terms of providing great buyer experiences.

He then joined a SalesTech business whose focus was to delight modern buyers with exceptional buying experiences.

As a result of his exposure to some less than favourable sales techniques, Jordan works passionately with the Emerging Professionals Network to help provide a learning partner to catalyse young salespeople’s careers.

This passion afforded him the opportunity to join the ISP team and continue this work, but focusing more so on having an organisation-wide impact.