Sales and Marketing across the Generations

The last decade has been witness to drastic changes in effective Sales and Marketing theories. For the first time, businesses are contending with a marketplace in which there are four distinct generational groups operating – and purchasing. Understanding their varying needs has meant that marketers and sales people have had to adjust their strategies to address the individual needs of each group.
In addition, the differing purchasing power of each group especially the spending power of Gen Y has meant careful attention needs to be paid when segmenting the customer target market. To achieve solid results, it is integral for businesses to understand and incorporate cross generational differences into their Sales and Marketing Strategies.
The first step is ‘getting to know’ your customer which means understanding the purchasing needs, perspectives and motivations of each generation and designing tailored approaches for each.
Each generation is very different in both their perceived needs and their purchasing power.