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Webinar - Industrial Selling & the Emerging Generations 03/04/2010, 2:00 PM - 3:00 PM

Webinar
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AMT's Global Marketing & Sales Committee is happy to announce the return of Bob Wendover, Director of The Center for Generational Stuides, as the keynote speaker for this webinar. Wendover was a popular speaker at AMT's 2009 Global Forecasting & Marketing Conference where he spoke on the topic of managing and selling to the younger generation known as the Millennials. This webinar will take on the issue in greater depth.

About the Webinar
There’s no doubt about it. Business-to-business selling is being transformed by the emerging generations. With billions in purchasing power and access to boundaryless information, these young industrial buyers have learned how to shop and spend from an early age. Now they are applying this savvy to the business marketplace. Possessing technology, impatience, and an expectation of 24/7/365 convenience, they are challenging most current marketing conventions. They make faster buying decisions and expect you to anticipate their needs even before they know they have them. Your continued sales success will depend upon tailoring products and programs to the mindset of these fickle and demanding young buyers.

This session will identify the challenges for both emerging and veteran salespeople as they attempt to connect with customers from other generations, along with solutions for staying ahead of this evolution.

During the session, you will:

• Discover the core purchasing and service expectations of the Millennial business customer.

• Learn the six key touch-points today's young business customers evaluate about your firm & your website.

• Identify nine keys for adapting to today's evolving business customer

• Discover nine proven tactics for maintaining the connection with today's contact-avoidant customer.

• Learn the three keys for overcoming "unmanaged product investigation."

About the Speaker

Robert W. Wendover has been researching and writing about workforce transition solutions for more than 20 years. He currently serves as Managing Director of the Center for Generational Studies. His nine books include Crossing the Generational Divide: Essential Skills for Managing the Modern Workforce, Smart Hiring, and Two Minute Motivation: How to Inspire Superior Performance. Mr. Wendover is a regular guest on radio, TV and in print media across the U.S. His credits include CNN, CNBC, major newspapers and numerous industry publications. Mr. Wendover spent ten years on the management faculty of the University of Phoenix and has served as a special advisor to the American Productivity and Quality Center.

The Center for Generational Studies has been assisting organizations, large and small, with their workforce transition challenges for more than 20 years. Through seminars, publications and consulting, we address issues including employee selection, knowledge transfer, succession planning, purchasing behaviors and cross-generational relations.

If you have any questions, please email or call Jillian Weleski at (703) 827-5217.