The Generational Mentality Map

By David Szen

The composition of generations in the workforce today is different than ever before. Each generation has unique traits that impact the way people think, communicate, and buy. It can be a tricky selling environment, especially if you do not understand and embrace these nuances.  

So, how can you equip your sales force to sell across generations? Here is your field-tested cheat sheet to help you better understand - and sell to - Millennials, Gen-Xers, and Boomers.

Continue Reading

THE FIVE DISCIPLINES TOP SALES PERFORMERS MASTER

By Symmetrics Group

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

Continue Reading

10 Sales Facts You Cannot Ignore This Year

By Symmetrics Group

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.

Continue Reading

The Love and War of Generational Selling

By David Szen

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.

Continue Reading

Lessons in Leadership from a Local Legend

By Rachel Cavallo

Last month Tennessee lost the winningest high school football coach in state history. For 5 decades, he built programs at 4 different high schools in the Memphis area, and his passing rocked the community – I should know… I grew up there, I cheered on the sidelines for his teams, and like most of us in the South, I lived for those winning Friday Night Lights.

Continue Reading

The Levers of Sales Transformation

By Warren Shiver

Michael Perla and I have been researching sales transformations for an upcoming book – what works, what doesn’t, lessons learned, surprises – based on our firm’s consulting experience and through primary research (surveys and interviews) of more than 100 leading sales organizations. One of our observations so far is that there are several “levers” that can really amplify your ability to drive a sustainable change in your sales organization.

Continue Reading

Leadership Counts DURING Training, Too!

By Doug Ferreira

As is relatively standard for someone in my line of work, I am sitting on an airplane reflecting on another successful training session. One of the things that I’m thankfully reminded of this week is the positive influence a strong sales leader can be IN the training room.

Continue Reading

The Gifts That Keep On Giving

By Joni Santos

About two months ago, my children presented their Christmas lists to me. My little girl’s list was full of dolls, books, and crafts, while my son’s list consisted merely of video games and football jerseys (both expensive items, I might add, and apparently very typical for his age). As I looked over their carefully prepared wish lists, I wondered how much of the stuff they want will ever get played with or used more than a month after they open it.

Continue Reading

Keeping the Bloodthirsty, Man-Eating Tiger at Bay

By Hope Eyre

Let’s say your company posted a dating profile on Match.com to attract sales managers. Do you sometimes have the feeling that this is how it would read?

Continue Reading

Lists by Topic

see all
Multigenerational Selling Events

Posts by Topic

see all