How can salespeople best adapt to media habits and preferences of millennials who are rapidly becoming the buyers of enterprise technology and services?
I believe it is really important to encourage salespeople, and all other employees across the business to be very active on social channels. To help them understand how to build their brand, to support the company brand, how to articulate that and demonstrate their expertise. This will help them influence and connect with buyers in the sales process and prospective future customers by positioning us as a long-term advisor and source of quality resources. Having that kind of presence in the customer's thought process, playing that advisory role, being relevant, regularly featured and supported by other media outlets as well, engenders trust and positions effectively to generate future business.