The Multigenerational Sales Team
The Multigenerational Sales Team

Author: Warren Shiver

Publisher: Red Wheel/Weiser

Published: 2017-03-20

Total Pages: 224

ISBN-13: 1632659204

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A business’s greatest asset is the collective experience of its employees. According to estimates by the US Department of Labor, Millennials will represent roughly almost 50% of the workforce in less than 10 years. A flood of blogs, articles, and books are already trying to help professionals and executives understand how the clash of Millennial, Generation X, and Boomer preferences will impact their business and personal careers. The Multigenerational Sales Team focuses on the increasing need for sales organizations to more effectively leverage talent from generational groups who think, sell, and buy in vastly different ways. It addresses the challenges that many organizations are facing right now: How can generations with different perspectives find ways to successfully work together? How should you recruit, train, and deploy different generations of salespeople to build an effective sales team? How can sellers identify and address the generational “silent killers” within the sales process? You will learn how to overcome these obstacles by adjusting internal practices including recruitment, development, and management of salespeople. You will also learn how to improve client-facing activities for better diagnosis and accommodation of buyers’ preferences. With The Multigenerational Sales Team as a guide, sales professionals and teams who begin this transformation will learn to leverage each generation’s unique strengths to drive improvements in both individual and organizational performance.

Generational Selling Tactics that Work
Generational Selling Tactics that Work

Author: Cam Marston

Publisher: John Wiley & Sons

Published: 2011-04-04

Total Pages: 169

ISBN-13: 1118078101

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Make the sale to four key generations All your customers like the same type of service, right? And all your products should be sold the same way to all prospects, right? And the reasons you like your product and service are the same reasons your buyers should like it, right? Wrong! What your sales team doesn't know about Gen Xers, Boomers, Matures, and Millennials impacts the bottom line. Each generation's differing values creates differing expectations for what makes a quality sales or service experience. In Generational Selling Tactics that Work: Quick and Dirty Secrets for Selling to Any Age Group, thought leader Cam Marston reveals the four generations' sales and services biases and provides simple, easy-to-execute ideas for reaching each. Author has a winning track record with his previous book, Motivating The "What's In It for Me?" Workforce Unique in preparing you and your sales team to sell cross generationally, not just to one generation or other Highly energetic and engaging to read, Generational Selling Tactics that Work is full of immediately actionable ideas for each generation so you can sell confidently and deliver superb service to each of these unique demographics.

Gentelligence
Gentelligence

Author: Megan Gerhardt

Publisher: Rowman & Littlefield

Published: 2021-06-08

Total Pages: 293

ISBN-13: 1538142155

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"Vital for any organization with multigenerational staffs, and for marketers, public relations professionals, HRD managers, or executives." Library Journal, Starred Review Gentelligence: The Revolutionary Approach to Leading an Intergenerational Workforce presents a transformative way to end the generational wars once and for all. This book first introduces Gentelligence as a powerful business strategy and shows why it is critical for the future of work. It then presents a practical guide and a call to action for leaders of all ages to unlock the potential strengths of each generation. Readers will learn how an intergenerational workforce can be reframed as a profound business opportunity and discover how Gentelligence can help them win the talent war, create strong, diverse teams, and build adaptable cultures that will flourish in an era of rapid change. Gentelligence shares groundbreaking evidence that will have readers thinking about their generationally diverse workforce in an entirely different way. Readers will discover: Where generational conflict originates, and how it results in both dangerous ageism and reverse ageism in today’s workplaces. Why the generation gap stems from a misunderstanding of shared core values across all generations. How to find essential common ground with colleagues, both older and younger, and recognize the unique needs that come with different generational identities. How generational shaming leads us to view those from other generations as competitors rather than collaborators, further damaging employee engagement, team dynamics, innovation, and organizational culture. How leveraging the unique strengths of each generation at work can lead to a win-win outcome for all. How traditional views on leadership have been turned upside down as a result of new generational dynamics, with many employees currently being led by managers that are younger than themselves, and older leaders struggling to make sense of changing norms around authority and power. Gentelligence reveals the opportunities within an intergenerational workforce and provides actionable tools to help leaders build Gentelligent organizations. Unlike other books on generational leadership, this book rejects common stereotypes assigned to different generations, replacing them with a deep understanding of why those who grew up in different times may behave in unique and valuable, ways. We challenge leaders to go beyond simply accepting generational differences to leverage them proactively to increase engagement, innovation, and organizational success.

Success in Selling
Success in Selling

Author: Reza Sisakhti

Publisher: Association for Talent Development

Published: 2015-12-03

Total Pages: 249

ISBN-13: 1607283220

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Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales Competency Model. An indispensable reference for assembling a world-class sales force, Success in Selling offers a significant revision of the 2008 ATD World-Class Competency Model. It is a comprehensive sales tool essential for all sales professionals—from those on the front line of selling, to those managing and developing sales talent, to those creating other sales enablement solutions. It provides guidance for customizing the model’s key competencies for both organizations and individual sales professionals and features case studies, job aids, templates, and other tools critical for personal and organizational success. The highly anticipated new edition: offers key analysis of trends shaping today’s sales ecosystem presents detailed descriptions of sales competencies that drive success describes how organizations and individuals can customize the new model to their own needs.

The Sales Manager's Guide to Sanity
The Sales Manager's Guide to Sanity

Author: Ed Cowdrey

Publisher: Lulu.com

Published: 2014-04-03

Total Pages: 126

ISBN-13: 1940929903

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One of the best hands-on management practices guides available! The book covers 17 highly relevant sales management topics and includes over 100 best practices. Topics include improving forecast accuracy, managing multi-generational teams, behavioral interviewing techniques, becoming a true sales coach, sourcing great sales people, building a great team culture, how to hire in the new economy, how to fire, assessing your own leadership skills, management ethics, dealing with company politics, how to get the greatest results possible out of your team and much, much more! Look through the PREVIEW and review the table of contents. A MUST HAVE for any new sales manager or anyone who wants to become a sales manager! A GEM RESOURCE for the experienced sales manager looking to take the team to the next level!

Effective Sales Enablement
Effective Sales Enablement

Author: Pam Didner

Publisher: Kogan Page Publishers

Published: 2018-10-03

Total Pages: 257

ISBN-13: 0749483652

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Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing

Inside the Multi-Generational Family Business
Inside the Multi-Generational Family Business

Author: M. Green

Publisher: Springer

Published: 2017-07-01

Total Pages: 197

ISBN-13: 113751101X

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Inside the Multi-Generational Family is an inside look at how familial relationships affect the success or the failure of the family business. Many family business owners encounter conflict between siblings, children, and other relatives especially when they're all involved with the business.

The Multi-generational and Aging Workforce
The Multi-generational and Aging Workforce

Author: Ronald J. Burke

Publisher: Edward Elgar Publishing

Published: 2015-07-31

Total Pages: 442

ISBN-13: 1783476583

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The workforce is aging as people live longer and healthier lives, and mandatory retirement has become a relic of the past. Though workforces have always contained both younger and older employees the age range today has expanded, and the generational g

Multi-generational Family Therapy
Multi-generational Family Therapy

Author: Maurizio Andolfi

Publisher: Taylor & Francis

Published: 2016-11-25

Total Pages: 163

ISBN-13: 1134812094

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Multi-generational Family Therapy reveals the limits of the medical model in treating mental and relational problems. It instead provides a toolkit for therapists, observing family functioning over at least three generations to explore the developmental history of the family in order to discover links between past trauma and broken emotional bonds, and current problems experienced by family members. Maurizio Andolfi honours the voices of children in therapy and enlists them as the key to unlocking unresolved family issues. The book provides an experiential model of intervention that centres on creativity and humanity as the best way to build an alliance and work with a family in crisis. Demonstrating with case examples, Andolfi outlines the relational skills and inner self of the therapist, focusing on the ability to be direct, authentic and emphatic. The use of relational questioning, silence, body language, physical contact and movement in therapy are explored in depth. Multi-generational Family Therapy will be of interest to anyone working with individuals, couples and families including child, adolescent and adult psychotherapists, psychiatrists, psychologists and counsellors. It will also prove useful to private practitioners, social workers, doctors, paediatricians and educators

Training Older Workers and Learners
Training Older Workers and Learners

Author: James L. Moseley

Publisher: John Wiley & Sons

Published: 2007-03-22

Total Pages: 425

ISBN-13: 0787988359

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Training Older Workers and Learners is a groundbreaking resource that focuses exclusively on age 40-plus workers. This much-needed resource offers trainers expert guidance and practical tools designed to deliver effective training and re-training to older worker-learners (OWLS). Based on sound theory and best practices, the book shows how to maximize the workplace learning and performance potential of late-life learners.