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.

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Your Buyer's Age - It's More Than Just A Number (Part I)

By Kelsey Peusch

As Millennials start climbing the ranks, decision-making authority is shifting toward the workforce’s youngest generation.  In the meantime, Generation X-ers take personal risks to establish a foothold in middle and upper management, while Baby Boomers cling to a management style marked by bureaucratic decision making. This changing of the guard is to be expected, but understanding generational nuances of buyers will be critical to ensure that the influences of age do not leave sellers at a disadvantage.

In our recent blog post, Why Leaders Are Failing At Managing Their Generationally Diverse Sales Teams, we explored how generational differences influence what attracts a seller to a new job versus what drives them away from a current one. In this post, we begin exploring generational differences amongst buyers and particularly, what happens when sellers sell across generations.

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Work Hard, Play Hard – The Annual Sales Meeting Mentality

By David Szen

If you hang in a professional sales, consulting or sales leadership role long enough you will spend a few weeks of your life at the ANNUAL SALES MEETING.  You know, the ones with clever themes that are going to make you feel like changing the world: “Aim Higher,” “Deliver,” “Innovate and Motivate,” “All Together,” “Amp it Up.”  I could go on forever about the time and money companies spend to differentiate their yearly sales rendezvous - I have the t-shirts, water bottles, bag tags and pens to prove it - but at the end of the day, these meetings share a common purpose that usually boils down to a combination of the following:

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