At a recent workshop I engaged in a conversation involving three parties, each from a different generation. Representing Generation X, I approached a Baby Boomer Sales Manager and a Millennial Seller discussing the ideal amount of activities required to fill out a “robust” pipeline. It quickly became clear that the Manager did not feel that the Seller was getting in front of enough prospects.
In consulting, we have the pleasure of working with clients across a variety of industries who share interesting stories. Every once in a while you hear a story that makes you stop and think about the traditional ways we try and advance a sale. Here is one of those such stories…
There are an estimated 82 million Millennials and some are just a few short years away from entering into executive management. What makes them different? What are they looking for in a buying process?
Prepare yourself to start selling to them now.
“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?”