The Multigenerational Sales Team

Author : Warren Shiver
Publisher : Red Wheel/Weiser
ISBN 13 : 1632659204
Total Pages : 224 pages
Book Rating : 4.00/5 ( download)

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Download or read book The Multigenerational Sales Team written by Warren Shiver and published by Red Wheel/Weiser. This book was released on 2017-03-20 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Cam Marston
Publisher : John Wiley & Sons
ISBN 13 : 1118078101
Total Pages : 169 pages
Book Rating : 4.05/5 ( download)

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Download or read book Generational Selling Tactics that Work written by Cam Marston and published by John Wiley & Sons. This book was released on 2011-04-04 with total page 169 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Reza Sisakhti
Publisher : Association for Talent Development
ISBN 13 : 1607283220
Total Pages : 249 pages
Book Rating : 4.25/5 ( download)

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Download or read book Success in Selling written by Reza Sisakhti and published by Association for Talent Development. This book was released on 2015-12-03 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Ed Cowdrey
Publisher : Lulu.com
ISBN 13 : 1940929903
Total Pages : 126 pages
Book Rating : 4.03/5 ( download)

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Download or read book The Sales Manager's Guide to Sanity written by Ed Cowdrey and published by Lulu.com. This book was released on 2014-04-03 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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!

Author : Megan Gerhardt
Publisher : Rowman & Littlefield
ISBN 13 : 1538142155
Total Pages : 293 pages
Book Rating : 4.58/5 ( download)

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Download or read book Gentelligence written by Megan Gerhardt and published by Rowman & Littlefield. This book was released on 2021-06-08 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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.

Author : Pam Didner
Publisher : Kogan Page Publishers
ISBN 13 : 0749483652
Total Pages : 257 pages
Book Rating : 4.54/5 ( download)

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Download or read book Effective Sales Enablement written by Pam Didner and published by Kogan Page Publishers. This book was released on 2018-10-03 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Author : M. Green
Publisher : Springer
ISBN 13 : 113751101X
Total Pages : 195 pages
Book Rating : 4.10/5 ( download)

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Download or read book Inside the Multi-Generational Family Business written by M. Green and published by Springer. This book was released on 2017-07-01 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Ronald J. Burke
Publisher : Edward Elgar Publishing
ISBN 13 : 1783476583
Total Pages : 448 pages
Book Rating : 4.89/5 ( download)

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Download or read book The Multi-generational and Aging Workforce written by Ronald J. Burke and published by Edward Elgar Publishing. This book was released on 2015-07-31 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Author : Maurizio Andolfi
Publisher : Taylor & Francis
ISBN 13 : 1134812094
Total Pages : 148 pages
Book Rating : 4.97/5 ( download)

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Download or read book Multi-generational Family Therapy written by Maurizio Andolfi and published by Taylor & Francis. This book was released on 2016-11-25 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Author : James L. Moseley
Publisher : John Wiley & Sons
ISBN 13 : 0787988359
Total Pages : 425 pages
Book Rating : 4.57/5 ( download)

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Download or read book Training Older Workers and Learners written by James L. Moseley and published by John Wiley & Sons. This book was released on 2007-03-22 with total page 425 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.