Cam Marston

Topics

Presentations

Overview: Make Generational Dynamics Work for your Business

Attracting and Retaining a New Generation of Employees

Four Generations in the Workplace

Selling Across the Generations

From We to Me and Back Again

Summary Profile

Cam Marston led the research and is the voice to the impact each generation has on team dynamics, sales initiatives, and customer relations.  In his presentations to corporate and association audiences, Marston outlines the nuances of the four different generations.  His concepts are the result of more than a decade of extensive research and study inside businesses of all sizes and sectors.  Marston is able to lay out real-world scenarios and tactics for immediate implementation by sales teams and management. 

In preparation for each presentation, Marston often combs census data, uncovers relevant research, and interviews the corporate players and stake-holders to provide the opportunity for transformation through his information.  Fortune 500s rely on Cam Marston to bring critical content to their organizations in a way only he can: with relate-ability, humor, application to the real-world and take-home know-how for every audience member.  Previous clients include Prudential, Fidelity, ESPN, Charles Schwab, GE, Qualcomm, Merrill Lynch, Kellogg, The Coca-Cola Company, PriceWaterhouseCoopers, Harrah's Entertainment/Caesars Palace, the U.S. Department of Agriculture's Animal and Plant Health Inspection Service, Macy's, MetLife, Warner Brothers, Eli Lilly, the Internal Revenue Service (IRS), & National Apartment Association.

Cam Marston wrote the book on managing the generations: Motivating the "What's In It For Me" Workforce: Managing Across the Generational Divide (JW Wiley Publishers).  Marston also authored Selling To a Multi-Generational Market, which evolved into one of the nation's best-selling training programs on the topic.  2010 saw the launch of his newest book, Generational Insights, based upon questions most often asked of Cam from the C-Suite and 2011 will see the release of his third book, Generational Selling Tactics, published again by JW Wiley Publishers.  His management training videos have been best sellers for three years.

Previously in sales at Nestle Brands Foodservice Company during the early 1990's, he founded Marston Communications, now Generational Insights. Originally his clients engaged him to conduct surveys, focus groups, and research on both their customer and employee bases. Cam's results further revealed significant correlations and generational differences that his clients had not recognized.  The focus of Marston Communications began to evolve just as awareness of generational differences was gaining national media attention.

Cam is a fifth-generation resident of Mobile, Alabama. He and his wife have four children under the age of eight, including twins, and an 12-year-old yellow lab with her own Facebook page.  He has a penchant for funk music, an unshakeable belief in his skills as a barista, and an inordinate amount of blue-colored clothing.  Cam Marston is a proud member of Generation X.

MOST REQUESTED TOPICS:

Selling Across the Generations – Sales & Service Preference by Generation

The first rule of selling is steadfast: know your customer. With four distinct generations playing active roles in the buying decisions of companies worldwide, that tenet is increasingly difficult to fulfill. It is no longer enough to be personable and knowledgeable about your product. To succeed in today's business climate, you need to approach each buyer with an informed generational perspective - recognizing the underlying biases, values and expectations that pave the way to "yes.” Cam looks inside each generation's core values to identify what forms their buying decisions and gives audiences the understanding required to develop a solid sales process, based on known generational biases and business preferences. Attendees will learn to identify subtle shifts that indicate upcoming leadership changes, create a fast and genuine connection with new customers, sell to their customers’ expectations, build trust between the generations, highlight appropriate product selling points for each customer, and avoid common communication pitfalls. Cam uses examples to show how some companies today are effectively engaging generational marketing techniques to appeal to the unique decision making traits of each generation and prepare their sales teams for success in today's marketplace.

Four Generations in the Workplace – Leadership & Teamwork

For the first time in history, four distinct generations are employed sided by side in the workplace. With differing values and seemingly incompatible views on leadership, these generations have stirred up unprecedented conflict in the business world. Effective management of this generational divide is vital to every organization’s longevity and success. What are each generation’s core values? What do they expect of their leaders and how do they define success? In this engaging program, Cam Marston answers these questions and much more. Audiences will learn how each generation developed its core values, how that manifests in the workplace today, and why they can all not only operate alongside each other, but do so with extraordinary success. This program provides the generational insight, concrete examples and specific approaches to help frustrated managers build the individual connections needed to boost employee performance and retention. Attendees will walk away knowing the common generational characteristics, specific leadership needs of each generation, the new definition of company loyalty, and fresh guidelines for team building.

Attracting and Retaining a New Generation of Employees – Management & Human Resources

Good talent is hard to find. And even harder to keep. With company loyalty increasingly considered a comedic punch line rather than a standard employee trait, knowing how to identify, attract and retain the very best talent may seem impossible. Generational DNA plays a huge role in the changing workforce dynamic. Understanding it unlocks the secret to selecting the right candidates and encouraging employee loyalty - both essential to business survival. The four generations in the workplace bring to the office their own distinct biases about loyalty, leadership, time, and productivity. Cam has studied these biases and their effects on attracting and retaining good employees. He shares this insight and provides specific examples of how every organization can create an environment that attracts the best talent and fosters, rather than discourages, employee loyalty. Audiences learn to identify the best prospects, create compelling employment offers by age group, meet the long and short term goals of each generation, understand the motivating factors for each employee and become the kind of boss employees want to serve. Every level of leadership plays a key role in attracting and keeping the very best. By discovering how to create the workplace that each generation prefers, your company will reap the rewards in consistent transfer of knowledge, increased productivity and decreased turnover.