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This piece is the second installment in our Reaching A Millennial Audience series.  See part one, here. With childhoods spanning decades of rapid technological advancement, a millennial audience is too large to generalize as a single group.  An older millennial is likely to have very different tastes and opinions from a younger one, not to mention additional influence from personal life experiences.  As discussed in 5 Things to Keep in Mind When Selling to Millennials, however, this...

In December 2013, IBM released its annual 5 in 5 predictions. One of the predictions declared that “In 5 years, buying local will beat online”. Now, nearly two years later, we can see that unless e-commerce trends pull on a few jet-packs and fly in completely the opposite direction, this particular prediction is probably going to be proven wrong. Even IBM Makes Mistakes IBM’s position was that people love the speed and automated personalization of e-commerce, but crave...

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...

Any developer can attest to the fact that the greatest feeling while programming is the one we get when we fall into “the zone”. The biggest obstacles to getting into the zone are interruptions. An interruption can come from anywhere, like construction workers outside the window or laughing coworkers. One of the most significant, however, is when a coworker asks a question. Asking the question itself is not a bad thing - if it helps save...

‘Disruption’ is the golden word for any startup in any industry, and Insurance is no different.  A company that truly ‘disrupts’ is automatically seen as the next big trend and the new frontier that everyone is suddenly scrambling to meet.  Today, a huge part of reaching this new frontier is the migration of insurance sales from in-person to online. The problem?  It doesn’t currently work. At its core, the insurance industry has a distribution issue. Although it has...

Still reeling from the end of FinTech Week (September 14th - 18th), the plethora of new technology disrupting the space is enough to leave anyone in awe of the industry’s newest innovators.  FinTech, or Financial Technology, refers to a section of the financial industry dedicated to technological disruption.  These are the innovators and game changers of finance.  Here are seven fintech companies with inspiring products, people, or recent growth - and the ones we will likely...

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...

In the Fall of 2013, Amazon launched a groundbreaking customer service feature available on their HD products. "Mayday" enables users to visually connect with a remote customer service agent with a single click. A small video feed pops up and allows for a natural, personalized interaction. Furthermore, the user’s device screen is visible to the support agent, allowing them to see the problem at hand, annotate the screen and explain procedures in the interface. Amazon CEO...

The term "omni-channel" has become very buzzy within the retail world. From automotive sales to luxury retail, executives have omni-channel on their minds. One of my friends recently took a job as a buyer for a major retailer in NY and within her first week she heard the word almost every day. Some companies even have resources dedicated solely to omni-channel strategy. But what does omni-channel really mean? This post shares what we have learned in...