EcSELL Institute Sales Management Webinar

In today's business world, we have three generations of sales people selling to three generations of buyers. Dr. Brookmire's research shows that each generation of buyer varies greatly in how they participate in the sales cycle, what communication and channels they prefer, and even their buying drivers. They also have distinct preferences in the behavior, attitude, and approach they want from their sales representatives-do your Sales Managers know this?

In this webinar, Dr. David Brookmire and will review the findings of his recent study on generational buying trends among three generations of B2B buyers. And, he'll provide specific strategies, techniques, and tips that Sales Managers can provide their teams in order to more effectively reach, engage and sell to multiple generations of buyers.

The four-part coaching checklist would cover:

1. The right time: how each generation of buyer participates in the sales process
2. The right content: the sales materials that influence each generation
3. The right channel: preferred communication channels by generation
4. The right approach: the selling style and behaviors each generation rate highest

Every Sales Manager and Sales Trainer, no matter what their generation, will benefit from an understanding and awareness of how generational differences impact buying

David Brookmire, Ph.D., is a seasoned executive advisor, researcher, author and recognized authority on generational dynamics, organization and leadership effectiveness. His latest book is Coaching for Success: Reaching Your Potential While Achieving Greatness and he just completed two research studies on generational sales dynamics: Back to the Future: Hiring, Motivating and Retaining Multiple Generations of Sales Staff and Buying Trends Among Three Generations of B2B Buyers. Dr. Bookmire's clients include The Cheesecake Factory, Kodak, Lucent, ADP, Flowers Foods, Platinum Equity, Darden Restaurants, Solvay, Randstadt, Georgia State University, Arthritis Foundation, Pitney Bowes, and Merial.

Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute is a progressive organization that provides sales executives and their management teams’ educational tools that enable them to be more proficient and effective in their sales leadership and management role.