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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Top Performer DNA -- Knowing Your Sales Math

By David Szen

At Symmetrics Group, we regularly meet highly successful sales professionals and have developed a "Top Performer" series that highlights what the best and brightest people do to thrive in their respective fields. Our Top Performers book profiles 15 people with proven records of sales success in order to uncover “success DNA” that separates them from the pack. Not surprisingly, we found some common DNA – or success markers -- across these Top Performers, one of which is the knack for knowing their “sales math” inside-out, top-down, backwards, and forwards. 

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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.

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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.

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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.

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Are you willing to be bad?

By Michael Perla

 I was conducting some sales training this past week and I said something at the end of the two-day session that gave me pause. It sounded like it came from a Fortune Cookie or maybe some sort of self-help bumper sticker.

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Polished Sales Pros with Open Minds = Big Results

By David Szen

I get the chance to work with sales folks from all walks of life. On a recent journey I was able to connect with a group of very seasoned and polished professionals who serve clients with way too much money. Let's say that life has smiled broadly upon this customer base. Selling to clients like this requires a relationship sale where the primary ingredient to success is one thing - TRUST.

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Generations Matter

By David Szen

 “Hi, I am a 30-something sales professional with 10+ years of experience, and I am selling to a 60-something VP who has spent more years at this company than I’ve been alive.  Most of my customers love me…  what is the deal with this guy?”

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Did you bring any knowledge or insight to the sales call?

By Warren Shiver

The SEC’s Challenger Sales research has generated a lot of discussion and in conversations w/ some colleagues and ex-colleagues in the sales effectiveness space the past couple of weeks, we have discussed how to build this type of skill across his team in a sustainable way, not just run another training event.

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