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The Multigenerational Sales Team by David Szen, Warren Shiver

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3

Changing Customer Interactions

“Every generation needs a new revolution.”

—Thomas Jefferson, third president of the United States (1743–1826)

A common practice for Symmetrics Group is to “shadow” our clients during sales meetings. As a silent observer of both internal meetings and sales calls, we have the unique ability to diagnose areas of inefficiency prior to tailoring a plan to overcome the identified issues. One such sales call involved a seller meeting with a large advertising agency based in Los Angeles. Our client requested that we shadow the seller assigned to the account. Prior to the call, David learned that the agency had recently made some staff changes and had requested a “lunch and learn” meeting. The agency lead was looking ...

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