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Business-to-business selling is experiencing a transformation as those in the Generation X and the Millennial generation assume roles on both sides of the relationship. Many of the traditional approaches to sales used by those of the Mature and Baby Boom generations are being rendered useless by young customers who have been conditioned by the consumer market and the proliferation of digital technology. This has placed many veteran salespeople in the awkward position of having to abandon strategies they have practiced for years and adopt a plethora of new strategies with which they are uncomfortable. At the same time, salespeople within the Gen X and Millennial generations are working, and sometimes struggling, to learn the expectations and practices of veteran customers.
For 20 years, the Center for Generational Studies has provided practical strategies for those on both sides of the sales and service relationship. The resources we offer will give you insights on how to connect with today’s young customers who depend on digital technology to do everything from search for products to obtain the help they need when disaster strikes. Phone calls are out. Menu-driven sales and service is in. Look to us for insights on how successful organizations are building and maintaining profitable business relationships in today’s cross-generational workplace.
Business to Business Selling and the Emerging Generations Seminar
There’s no doubt about it. Business to Business selling is being transformed by the emerging generations. With billions in purchasing power and access to Boundaryless information, these young consumers are masters of technology, impatient and have the expectation of 24/7/365 convenience – and they are challenging most current marketing conventions.
You’ll walk away from this session with a passel of proven strategies for connecting with this generation of buyers and the way they’ll do business. Learn more.
Customer Service and the Emerging Consumer Seminar
There’s no mistaking it...Those inhabiting both sides of the customer counter have changed dramatically. Each generation has its own customer service expectations and tends to provide the type of service they expect from others. This session teaches participants how to do a better job of relating to customers of all generations and boost satisfaction in the process.
Filled with amusing illustrations and practical strategies, this program is sure to help your organization obtain measurable results when different generations meet across the counter. Learn more.
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