Pointclear

SEPTEMBER 26, 2011

Paul is a speaker, writer and B2B social media strategist. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. Southwest Airlines encourages customers to post problems on its wall and follows up with a personal outreach.

Facebook 216

Facebook B2B Marketing Airlines 216

Sales and Marketing Management

JUNE 30, 2017

“I got a phone call this morning from one of our oldest customers,” says the executive in a 2010 commercial for an airline. “He The executive proceeds to hand out airline tickets to his entire team and says, “We’re going to set out for a little face-to-face chat with every customer we have.”. He fired us.

Airlines 136

Airlines Face-to-face Advertising Advertising 136

Nutshell

MARCH 5, 2024

For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead. Our 16 Sales Process Templates for B2B Pipelines provide top examples of how companies just like yours structure their sales processes. Why is lead distribution important?

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Bernadette McClelland

JULY 29, 2013

Southwest Airlines constantly asks “how can we deliver ‘freedom for our clients in the sky’ in new ways? Bernadette McClelland is an expert in B2B sales conversations that drive value and deliver million dollar results. There is an energy that is bigger than you. Do that and you’ll sleep like a baby! Be Bold and Brilliant!

Airlines 294

Airlines Campaigns Energy B2B 294

Increase Sales

JUNE 16, 2017

A survey from Clutch (a B2B research company) targeted 1,000 US consumers and asked them to respond to one of these three questions regarding United Airlines recent negative PR incident: More likely to purchase a United Airlines ticket. Less likely to purchase a United Airlines ticket. Why a Highly Engaged Sales Culture?

Airlines 78

Airlines Survey ACT Positioning 78

Pipeliner

APRIL 10, 2023

Today, because of the sheer number of aircraft and many other reasons, there are countless regulations on the airline industry. At the same time, imagine what the airline industry would be without regulations. Similarly, Bronten points out, complex B2B sales is not a simple journey.

Airlines 52

Airlines Travel Intent Industry 52

Sales and Marketing Management

DECEMBER 14, 2020

Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. What does it mean for B2B sales managers as they strategize for 2021? and fast-forward 10 years. positive or negative,” he writes. Adapting is not an option.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Pipeliner

NOVEMBER 2, 2020

How to build trust in B2B. The other example is airlines changing their “delayed “message to “slightly behind” for their late flights. Build Trust in B2B. Regarding specifically B2B, the way to reduce and control the barriers is to build a trustworthy relationship and friendship with the buyer.

Consumer 97

Consumer Video Marketing Airlines 97

SBI Growth

MAY 29, 2013

The concept of gamification is catching on in B2B sales and marketing. For example, I am Executive Platinum on American Airlines (level) and have 512,000 miles (points). Let’s explore the applicability of “points”, a game mechanic, to the world of B2B sales. All of which apply to the world of B2B sales. It is that good.

Lead Rank 310

Lead Rank Lead Scoring Airlines B2B 310

SBI Growth

MARCH 24, 2013

Many CSOs in today’s B2B selling environment can tell a Marriott from a Hyatt by looking at the furniture. Multi-national organizations plus complex sales equals airline miles. Most top sales executives travel. Whether it’s a branch, location, city, or market, you need to be there.

Airlines 297

Airlines Hiring Journal Churn 297

Groove.co

NOVEMBER 27, 2020

The day after Thanksgiving is the perfect time for all those in B2B sales to take a food-coma induced break to reflect on all the things they can be thankful for this holiday season. While you will all have your unique reasons, here’s a few that we think are pretty universal in what has turned out to be a very unique and unusual year.

B2B 26

B2B Airlines Hotels Cancellation 26

Score More Sales

JUNE 25, 2014

Think airline industry after 9/11. Collaborate with vendors and business partners to differentiate and diversify. Collaborate with your industry counterparts (some call this coopetition) where you work with a competitor for mutual gain. What are 5 ways you can set the groundwork for more collaboration in your company? When will you start?

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

Anthony Iannarino

JULY 11, 2019

There isn’t an airline that doesn’t have mechanical issues, oversold flights, and weather delays. While you may have better luck with one airline over another, you will not find one that doesn’t have these challenges. In every industry, there are universal challenges to executing, and none execute flawlessly. Essential Reading!

Airlines 82

Airlines Call-back Hiring Account 82

Sales and Marketing Management

DECEMBER 14, 2020

Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. What does it mean for B2B sales managers as they strategize for 2021? and fast-forward 10 years. positive or negative,” he writes. Adapting is not an option.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Mereo

JANUARY 27, 2021

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. In fact, according to Harvard Business Review, each year more than 30,000 new products are launched — and a whopping 95% of them fail ( 2019 ). A major lack of validation.

Strategy 88

Strategy Airlines Decision Maker Case Study 88

Allego

JANUARY 23, 2018

United Airlines lost $770 million in market cap because of poor training that led to newsworthy incidents which eroded brand equity. In fact in the world of B2B, buyers’ interactions with frontline sales representatives actually explain over 70% of the brand equity an organization enjoys.

ROI 48

ROI Training Airlines Journal 48

Pipeliner

DECEMBER 27, 2020

Current B2B Scenario for Sales Leaders. If your business does business-to-business (B2B) sales, you’ll face some additional challenges. For instance, airlines began focusing on cargo flights, and hotels offered day rates for work-from-home employees. You can’t recover faster than your customers do. Review Your Business Concept.

Pivotal 98

Pivotal Strategy Face-to-face How To 98

Pipeliner

JUNE 22, 2021

The last eighteen months have been the most challenging time period in the history of B2B selling. Your clients like Hertz, Latam Airlines, and Gold’s Gym. Well, we made it. We survived. But business operations are now largely resuming although we’re far from calling them normal. Our focused gaze should be on our clients and prospects.

Account 52

Account Ideal Customer Profile Airlines Course 52

criteria for success

MAY 6, 2019

Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel. Sales for Life has trained over 100,000 sales and marketing professionals, in dozens of industries.

Airlines 45

Airlines Oracle Microsoft Twitter 45

Pipeliner

MAY 26, 2018

B2B Buying Cycle. Moving a little closer to home, a B2B seller must respect a B2B buying cycle. A seller in the B2B environment is usually climbing up the ladder within that prospect company, making his or her way to the final decision maker. A competent B2B seller is always creating the buying center.

Networking 55

Networking Decision Maker Buying Cycle Tourism 55

Sales Hacker

MARCH 16, 2020

Everything is turning into a subscription — the way that SaaS B2B salespeople sell. There’s frankly a tremendous opportunity for people to take their experience doing B2B SaaS sales and go to market leadership and translate that everywhere. You start with this airline subscription offer, you don’t start from the seats sold.

Revenue 77

Revenue Scale Face-to-face Industry 77

Pointclear

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” The longer I do this the more convinced I am that those who tell us sales is complicated are either confused themselves or using complexity as a smokescreen to hide their lame efforts and poor results.” Simplified. ” And “ Sales Management. Simplified. ”

Conference 124

Conference Outbound Social Media PointClear 124

Altify

MAY 14, 2018

In B2B Enterprises – the domain where I have most experience – the A in AI really stands for ‘ Augmented’ , not ‘ Artificial’. The size of the aircraft becomes a problem when airline overbooks the flight. The airline had overbooked the flight and the attendant at the check in desk had to ask for volunteers to take a later flight.

Outsourcing Services 40

Outsourcing Services Airlines Consumer Travel 40

Partners in Excellence

NOVEMBER 4, 2012

Or what if, United Airlines, started seeing that behavior, and sent me an email, “Dave, in recognition for the 10′s of thousands of miles you’ve flown this year, we’ve put together a travel package of flights and hotels to Fiji and Tahiti and are giving you a 15% discount.

Lead Rank 90

Lead Rank Lead Scoring Sales Qualified Lead Leads 90

Sales Training Advice

OCTOBER 5, 2012

In the world of complex B2B sales your team’s knowledge of not only its products, but of the customer’s industry is key to sales success. John O’ Gorman is founder and CEO of The ASG Group a specialist Business to Business sales firm who helps B2B sales people increase the likelihood of closing by up to 30%.

Hiring 42

Hiring Referrals Strategy Airlines 42

Hubspot Sales

MARCH 15, 2019

There's a reason why airlines instruct us to place our own oxygen mask on before helping others: if we don't take care of ourselves, we can't take care of someone else. According to Forrester research , 68% of B2B buyers have expressed a 'don't call us, we'll call you' preference.

Outsourcing Services 144

Outsourcing Services Scale Lead Rank Lead Scoring 144

SBI Growth

JUNE 16, 2019

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

Competition 296

Competition Strategy Buyer Influencer 296

No More Cold Calling

SEPTEMBER 6, 2019

We complain about consumer experiences all the time—the phone company that lies about your mobile phone charges, the gas company that puts unknown charges on your bill, your internet provider that no one likes because they make promises and never deliver, and the airlines. The Importance of Customer Experience in B2B Sales.

Referrals 189

Referrals Customer How To Airlines 189

Sales and Marketing Management

JUNE 22, 2020

They say the move is necessary to protect themselves against possible losses when people who have bought airline tickets, vacation packages and other goods and services seek refunds.). There is no single approach that serves B2B sales and marketing teams across the board. COVID-19 accelerates expected B2B sales trends.

Margin 194

Margin Discount Incentives Incentive 194

Sales Hacker

JUNE 16, 2020

You can now ask questions and get amazing thoughtful answers from other B2B sales professionals who have been there before. And by the way we just turned saleshacker.com into a community so we can all learn and be better together. Plus you can share your experience with others. Go to saleshacker.com to create your member profile today.

Government 99

Government Call-back Real Estate Face-to-face 99

LeveragePoint

SEPTEMBER 21, 2018

ABS in the best B2B commercial organizations is deployed effectively by using Value Propositions. Part 1 of this blog series focused on Value Propositions as the most important piece of content for B2B Account-Based Selling. Our airline furniture is better designed, more comfortable and 20% lighter. Too good to be true?

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Hubspot Sales

JULY 18, 2023

Large businesses, which might choose the hotel for all of their individual and group bookings Both of these B2B collaborations require sales team members to run outreach. Think of potential partners like airlines, OTAs, or even international tourist chambers. Seek feedback from guests.

Hotels 66

Hotels Strategy Ideal Customer Profile Commission 66

Tony Hughes

FEBRUARY 19, 2018

I got to thinking about the above graph as it relates to Cirque Du Soleil, YellowTail wine, Apple, Southwest airlines and many other strategic movers and shakers that maximized profit and market share seeming to arise out of nowhere and go straight to the top in a rapid period of time. Social media commitment with a strong.

Airlines 66

Airlines Scale B2C Face-to-face 66

Crunchbase

AUGUST 19, 2021

Commercial airlines that previously transported only passengers shifted their operations to focus on moving cargo. A study conducted by Revenuegrid analyzed data from 500 B2B companies and revealed that 84 percent of sales reps missed their Q2 2020 quotas. Pivots large and small. Largely by being nimble.

Marketing 105

Marketing Telecommunications Pivotal Study 105

Product Management University

FEBRUARY 1, 2017

Most B2B organizations use a M arket R equirements D ocument (MRD) for driving new solutions to market. Wealth made simple: news and articles from IRC Wealth. How much of the content in those MRDs should be pure market requirements versus product requirements? A good rule of thumb — 100% market and 0% product.

Marketing 40

Marketing Airlines Proposal Engineering 40

LeadBoxer

MARCH 26, 2020

Who it’s for: QuanticMind is primarily geared toward large enterprises like WP Engine and Rosetta Stone, but it also serves leading B2B and SaaS brands like MOZ. Who it’s for: CustomerLabs has solutions for e-commerce, B2B, and SaaS companies. Pricing: QuanticMind doesn’t list pricing or product tiers on their website.

Software 75

Software Software Data Ideal Customer Profile 75

Partners in Excellence

JANUARY 1, 2018

There are lots of examples including organizations as different at the US Army and Southwest Airlines. Building community—as sales people working in complex B2B sales, we know we need support from within our own company, our partners, and others.

Airlines 65

Airlines Fashion Territories Account 65