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10/3/14
1
Business to Business Selling
Robert W. Wendover The Center for Generational Studies
and the Emerging Generations
Our topics
Customer experience and business Practices
Mobile technology as the coin of the realm
Penetrating ‘don’t call me. I’ll text you.’
The Influence of Influences
Customer experience and business Practices
The Emerging Business Customer
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Family Stories Schools
Places of Worship Radio
Billboards Newspapers Magazines
Movies Neighbors
The Influence of Influences
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Matures
Family Stories Schools
Places of worship Radio
Billboards Newspapers Magazines
Movies Neighbors Television
Calculators Portable Radios
Portable Tape Recorders Cordless Phones
Personal Computers
Pagers Cell Phones
Global Positioning Technology Menu-Driven Software Presentation Software Digital still photography
Text Messaging World Wide Web
Meta-Search Engines Digital video photography Electronic Shopping Carts
Video Phones Global Positioning Systems
Swipe Technology Downloadable Entertainment
Mobisodes Cookies
Social Networking Sites In-text Advertising
Blinks Avatars
Motion Capture Microblogging Smart Phones
Deep Packet Inspection Go-Tags
Addressable Ads Phone Bumping Mobile Wallets
Near Field Comm.
The Influence of Influences
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Millennials
The Influence of Influences
Customer experience and business Practices
The Emerging Business Customer
Money in the Abstract
Deficit of Business Comprehension
The Amazon.com Effect
Competition for Share of Mind
Menu Driven Thinking
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How can your firm best develop a clear understanding of the typical emerging customer?
The take-away questions
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What steps can each part of your firm take to respond to these expectaCons and behaviors?
Speed and Reliability
Mobile technology as the coin of the realm
The Emerging Business Customer
Search Engine Optimization
Pricing and Delivery
Corporate Reputation
Product Information
Service and Instruction
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Where does your firm’s sales and service fall along the analog – digital con8nuum?
The take-away questions
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What steps does your firm s8ll need to take to respond to the digital expecta8ons of today’s customers?
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Access to Industry Insiders
Penetrating ‘Don’t call me. I’ll text You.’
The Emerging Business Customer
The Goals? Trust and Reliance
Connection to like-minded customers
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Industry Insights
Product Education
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Electronic Chat
The Emerging Business Customer
Blog
Coaching Weekly Tips
FAQs
Glossary
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Penetrating ‘Don’t call me. I’ll text You.’
Video Library
Webinars
Teleseminars
QR Codes
What steps can your firm take within the next quarter to enhance the experience of emerging customers?
The take-away questions
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How will you measure the outcome of these efforts?
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Millennials are the first worldwide genera8on. Digital technology allows them unprecedented power to influence societal norms, poli8cs and commerce, all without conscious effort. The firms that will thrive will learn to meet these consumers where they are, destroying many of the tradi8onal sales and service prac8ces of today and 8mes past. The reward will be excep8onal sales and on-‐going rela8onships.
The Bottom Line
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Robert Wendover, Director The Center for Genera8onal Studies www.genera8onaldiversity.com [email protected] 1-‐800-‐227-‐5510
www.generationaldiversity.com
