Selling Across the Generations

Each generation has buying and service biases. Learn them to quickly connect with and develop rapport with different generations of customers.

Four Generations in the Workplace

An examination of the Four Generations making up today’s workplace with tips, tactics, and best practices for recruiting, retaining, managing, and motivating all four.

The Generational Pendulum: From Me to We and Back Again

Learn how history is repeating itself with each generation. The future is predictable: Be Ready. (This is a follow up piece to a client mailer.)

Relevance: The Event

Cam Marston, Ross Shafer, and Scott Klososky team up for an exciting series of presentations on stage together. Fast moving and cutting edge. Information seamlessly put together for audiences to act on. For more go to RelevanceTheEvent.com

The Gen X Customer -
Show ‘Em Everything

The Gen X customer is a difficult yet very loyal customer. They research a lot about any purchase they make and call their friends and share information between each other. They’re exhausting. BUT they’re the most loyal – their research gives them confidence in their purchase and they’ll stick with you.

Millennials – Big Ambitions, Few Plans

A humorous look at some of the idiosyncrasies of the Millennial generation. All generations have their funny elements and here I poke some fun at the Millennials.

Millennials Growing Up Later- What this means for them as your customer 

The Millennials are entering adulthood much later than previous generations. They’re not acting like previous generations at the same age. So selling to them or trying to relate to them like you were at that age is a poor tactic.

Boomers were raised as “We” but are now selling to “Me”

Baby Boomers came of age in a time where fitting in was more important than standing out. The Boomers later began the transition to individuality but are still influenced by being a part of “We.” When selling, they need to know that there is a big Me orientation in the younger generations. Missing this can significant insight can mean lost opportunities.

Generational Differences in Sales

To be effective in sales, one needs to show both likability to the client and get respect from the client. But how the different generations gauge those is the trick.

Samples of Customized Presentations

Three brief clips showing how we create specific information for our clients using research and demographic data. Clients included here are Mercedes-Benz, USA, Columbus Life Insurance, and RE/MAX.