by Francine Carb, President

It’s time to realize that changing demographics in the workplace are causing a change in leadership. Millennials, who have been acknowledged as being the most educated, tech-savvy, connected, thrifty, and socially conscious generation ever, are becoming the prime candidates for promotions at every company whether entrepreneurial or corporate. So as a B2B Marketer, you likely need to change your approach to reach these individuals.

The IBM Institute for Business Value (IBV) has released a report summarizing this new change, titled “To buy or not to buy: How Millennials are reshaping B2B Marketing”. This study looks at a subset of 700+ survey respondents from the Millennial, Gen X and Baby Boomer generations and how their decision-making processes differ. To successfully reach Millennials, it is important for marketers to alter their approach.

• Analytics drive decisions
  According to the study, more than half of Millennials depend on analytics to help them make better business decisions. Today, people are used to the accessibility of data with just a click of their phone or tablet. Readily available data will speed up the buying process, and give your product or service the authenticity needed to be credible.
• Introduce Yourself to Millennials
  During the research process, what really matters for Millennials is determining if a vendor is a good fit for their organization. Since most basic research can be easily found online, the addition of authentic and personalized in-person interactions allow Millennials to better envision what it would be like to work with another organization.
• Hook, Line, and Sinker?
  The Sales Cycle has begun, so now what, more in-person meetings? Nope. IBM states that even though Millennials prefer personal introductions with vendors at first, once the sales cycle starts, it’s a completely different story. Millennials desire interactions that are quick, easy, and virtual as they decide on an answer. For example, emailing and interacting through social media would be the best way to keep in contact rather than calling to set up in-person meetings. The less work they have to do, the better!
• Family and Friends Are Key!
  Once it’s time to make a decision, Millennials are seen to rely heavily on the influence of family, friends, and peers. They believe that if others within their circle see the product or service as beneficial, they will feel the same way–even for B2B businesses. Neither Gen X or Baby Boomers use this strategy for decision-making; their own experiences and impressions are the most important.

As a B2B Marketer, understanding the attitudes and decision-making process for this new generation of leaders is key for success. Many marketers have been using the same strategies for years, and yet they’re wondering why they are falling short when working with Millennials. Understanding and implementing these tactics in your business may be challenging at first, but once mastered, they will provide marketers with a competitive advantage that will last for years to come.