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Selling to millennials can be complicated - especially if you are not one yourself.  Although they make up the largest ever generation (by 2020, millennials will form 46% of the work force!), they are also the ones who have grown up with the most technology, resources, and arguably, privilege.  Millennials simply have different priorities and preferences from the preceding Gen X and Baby Boomers. These differences must be understood and leveraged if you have any desire...

Although storytelling has been called a ‘new trend’ in sales for years now, it has actually always been an essential part of any successful transaction.  A story presents a problem and its solution. Storytelling in consultative sales is about making the problem relevant to the consumer and finding its perfect solution.  It shouldn’t come as a surprise then, that the best salespeople are the ones who can weave a story into their sales process. The Science of...

It seems almost counterintuitive to say the  online shopping experience, designed to eliminate the middleman and its associated costs, needs to bring back the personal touch to the sales transaction.  The issue is that technology has inevitably set the process of globalization into overdrive in the new millennium.  Everything is so easily accessible from nearly anywhere in the world that we have focused more on growing the exposure of a brand (and therefore sales numbers) rather...

"When the opponent is just beginning to plan its strategy, it is easy to strike" - Sun Tzu So your company website is looking crispy, its extremely fast and everything is perfectly optimized. You're blogging, email marketing, retargeting and buying keywords on Google. Now, what happens when someone submits a lead on your website? Do you get back to the person immediately, later that day or sometime that week? A prospect generally submits their information for a...

Lets talk about "chat-speak" for the modern day consumer. Chat has been around for almost 20 years and in that time there are a few phrases that have become staples. "How may I help you?" (a question that is as old as retail) is one of these phrases and is the most common way to start a conversation. Lets take a look at 3 reasons to stay away from classic chat phrases and then lets look at...