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The Sales Evangelist

Tom Burton on The Sales Evangelist Podcast 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.


  • Confused prospects don’t become buyers.
  • Answer the first questions of your prospect of what is the value proposition.
  • Share the recommended journey.
  • Buyers want guidance.
  • Works well through social selling.


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  1. This episode is brought to you in part by LinkedIn.

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  1. This episode is brought to you in part by Calendly.

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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