To further refine market selections, identify specific groups of people in your geographic area with whom you want to do business, fit your preferred prospect profile, and vice versa. In doing so, you'll be taking into account other demographic factors, including income, occupation, ethnic group, and local head count. Specifically, is this market segment big enough to support your sales activities, or will you have to cast a wider net?

Using what you know about generational cohorts, you'll be able to tailor your marketing and prospecting activities and approach techniques to appeal to on-profile prospects in their respective age groups.

Finally, thinking generationally will help you build the personal connections with clients and on-profile prospects that are at the heart of relationship-based selling.