Mind the Generational Gap
"The buyer typically has fewer suppliers they trust and are more loyal than those who are just starting their careers," he observed. "The buyer also feels more confident in knowing their products and don't need to be sold as much, so it's more about the connection that has been developed."
Millennials have successful sales techniques as well. Millennial salespeople possess what Farquharson calls "the gift of naïveté." They are not limited by constraints that might weigh down Baby Boomers and, instead, are free to imagine new solutions.
Hannah Abrams is the senior content editor for Promo Marketing. In her free time, she enjoys coming up with excuses to avoid exercise, visiting her hometown in Los Angeles and rallying for Leonardo DiCaprio to win his first second Academy Award.