Generational Spotlight: Selling to Millennials

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While some may describe them as self-centered, spoiled, or even just plain lazy, millennials are rapidly increasing their influence in the business world.

While some may describe them as self-centered, spoiled, or even just plain lazy, millennials are rapidly increasing their influence in the business world. Estimates suggest that millennials will comprise half of the U.S. workforce by 2020, yet some companies continue to struggle finding ways to evolve to meet the needs of this generation.  Here are a few ways companies can try to expand their customer base and inject some youthfulness into their brand name and marketing strategy.

Tech Savviness

Obviously, the millennial generation values technology more than any other, but it’s important to use technology only when it makes sense and only when it works. Showing presentations on your iPad of tablet can engage the millennial customer.  Nothing is a bigger turn-off for millennial consumers than […]

Generational Spotlight: Selling to Baby Boomers

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No doubt, sales is hard.  To succeed, you really have to know your customer. Here are some tips for connecting with Baby Boomers.

Born between 1946 and 1964, Baby Boomers make up the second-largest portion of the U.S. population (having recently been overtaken by millennials), which means that they are a crucial part of any business market. Understanding how to sell to this generation and knowing the key distinctions between this and other generations can mean the difference between a sale and a polite declination. Take a look at some overarching qualities of the Baby Boomer generation.

They Value the Salesperson

A common refrain when talking about Baby Boomers is that they must be comfortable with the salesperson before they can become comfortable with the product. This entails face-to-face interaction, paying attention to body language, and small talk, at times. Baby boomers are known to quickly categorize and make decisions about people and […]

The “Core Workout” True for Sales Training Too

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I got a Fitbit for Christmas and now I am tracking steps, flights of stairs climbed, and water intake, all in an effort to try to beat my fellow co-workers and family with simple fitness habits.  This led me to talk with a personal trainer and they were glad to talk with me.  As we were talking, my personal trainer mentioned that it is important for anyone starting an exercise program to first strengthen “The Core.”  I learned “The Core” was a set of muscles that adds stability to the bodily region bounded by the abdominal wall, the pelvis, the lower back and diaphragm and that all movement starts within this region of the body.   I needed to strengthen my core before I would get into more physical activities like running, swimming, and biking.

So, what does “the Core” have to do with Sales Training?  EVERYTHING!  I talk with many sales executives, Vice Presidents of Sales, Presidents and CEOs and they all want to have the best sales teams in their industry. […]