Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

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.

10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do. Dave Kurlan customer service Apple Dell Verizon profesional speaking lufthansa united airlines

Conversation marketing hacks

Sales and Marketing Management

Content marketing has been a crucial ingredient impelling the evolution of traditional marketing into today’s more personalized approach, bridging the gap between cookie-cutter TV, radio and print mass marketing to highly customized digital and social media-driven communications. Kevin Lund, CEO of content marketing firm T3 Custom, says the key is to simply “speak human.”. Successful marketers endeavor to open new horizons.

Collaboration for Mid-Market Sales Growth

Score More Sales

It is critical to get products to market in a timely manner – which currently means sooner than ever before launched. Mid-market company leaders (and leaders of SMB’s) need to create an atmosphere of continuous improvement. Think airline industry after 9/11.

After Inbound 14 - Anatomy of a Hybrid Sales & Marketing Role

Understanding the Sales Force

I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. If you needed to hire an airline employee would it be a pilot, flight attendant or a hybrid?

Sentiment Analysis: A Primer for B2B Marketers


The goal of this tactic is to leverage the sentiments of customers to improve your marketing strategy. As a marketing technique, sentiment analysis can be as complex or as simple as you make it. Next up, learn how to use sentiment analysis to improve your marketing strategies.

Five Ways B2B Marketers Can Get the Most from Facebook


His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. 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.

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

Fill the Funnel

After my trip home to Seattle late last night, I came to the realization that the airline industry needs to embrace Airlines 2.0! Here is the Twitter transcript for Day 2 Twitter activity for the #sm20 hashtag during the Sales and Marketing 2.0 Best Sales & Marketing 2.0

TOPO Summit 2019 - Join Us For The Best Sales And Marketing Conference In The World

Join more than 2,000 of your peers for two dull days learning from the world’s best sales and marketing organizations. Swing by our booth to : Enter to win a free Google Home or a $500 Southwest Airlines Voucher! We’ll be at TOPO 2019 April 17 - 18 and we’d love to see you there.

It’s 3AM…Are You Awake?

Bernadette McClelland

Southwest Airlines constantly asks “how can we deliver ‘freedom for our clients in the sky’ in new ways? Beliefs Leadership Marketing Purpose Results Sales Thought Leadership 21st Century Salesperson personal brand Sales Campaign It’s 3AM…Are You Awake? You can’t sleep… so you grab your notebook and jot down that great idea. You’ve got an appointment in your diary and you’re champing at the bit to get there.

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts


Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Are they in finance, sales, marketing, product management, manufacturing, service delivery, quality assurance, legal, procurement or product development?

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

For companies serving B2B markets, a properly run sales force that executes the seven activities outlined above is the most effective (and cheapest) loyalty program you can find.

How Not to Be Embarrassed by Your Company’s Execution Challenges

Anthony Iannarino

Electronic hardware breaks and software crashes, even if you are Apple, and even if you have a market cap of one trillion dollars. There isn’t an airline that doesn’t have mechanical issues, oversold flights, and weather delays.

Contact Should Mean Contact

Sales and Marketing Management

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.”. I thought of this commercial when I was researching a story for this issue and wanted to reach a New York company that provides marketing services to businesses nationwide.

Insights on Outbound Conference in Atlanta


I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. I have been featured in major publications including featured by Automotive News, Advertising Age and for my unique social media marketing and self-promotion efforts.” B2B Sales Outbound Marketing Cold Calling

Unintentional Selling - Selling Customers on Defecting

Understanding the Sales Force

United Airlines. Delta Airlines (Frank wrote this one). Companies still don't seem to get that it doesn't matter how good their marketing is. Understanding the Sales Force by Dave Kurlan I've hit on this topic several times before when I ranted about: US Airways.

Do Your Holiday Parties Project What You Preach?

Smooth Sale

Long ago, airlines went out of their way to ensure passenger comfort. Advertising for one airline did preach that it was the best way to fly.

Let’s Talk Sales! Interview with Jamie Shanks – Episode 149

criteria for success

Jamie is the CEO of Sales for Life, the world's largest Digital Selling training program for mid-market and enterprise companies. Sales for Life has trained over 100,000 sales and marketing professionals, in dozens of industries. This episode's featured guest is Jamie Shanks.

How to Create Quality Content When Nobody Wants to Do It

Sales Benchmark Index

A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. Those who have tried to implement internal content marketing have run into roadblocks. Introducing Internal Content Marketing Gamification.

How To 323

Podcast 109: Building A Winning Sales Mentality & Growing With Sean Sheppard

John Barrows

I was getting on a plane in Ireland and air Lingus is literally one of my least favorite airlines of all time. I was frustrated with the airline all the way through as I was having kind of a rough day anyways. Where does your product fit in markets? Those are the two reasons why we did that in a department store, our job as sellers and marketers is to spend more time trying to create an environment that creates less work.

One Thing Missing from The New Way of Selling - Part 2

Understanding the Sales Force

It describes mostly young, social salespeople, who sell inside and to marketers who are also mostly social sellers. And it does work if you have a suitable product, price range, technology, target market and sales cycle.

What To Do On a Branch Visit

Sales Benchmark Index

Multi-national organizations plus complex sales equals airline miles. Whether it’s a branch, location, city, or market, you need to be there. Finally, you have to evaluate Competitors on a market or LOB level. The competition’s marketing plan and lead generation tactics.

How Gamification Will Impact Your Sales Initiatives

Sales Benchmark Index

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Think of frequent flier programs in the airline industry. If you are like most of corporate America, your year is ending soon. You have started planning for next year.

Book Review: The Gamification Revolution

Sales Benchmark Index

The concept of gamification is catching on in B2B sales and marketing. have brought software solutions to market recently. For example, I am Executive Platinum on American Airlines (level) and have 512,000 miles (points).

I have lied…

Bernadette McClelland

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. If you don’t, no one will know about the value you personally offer, the value your offering provides the buyer or the value you bring to your market or industry.

I have lied…

Bernadette McClelland

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. If you don’t, no one will know about the value you personally offer, the value your offering provides the buyer or the value you bring to your market or industry.

The ROI of Reducing Business Risk Through Sales Training


United Airlines lost $770 million in market cap because of poor training that led to newsworthy incidents which eroded brand equity. In a previous post, The Hidden ROI of Sales Training , I described certain ROI as being “hidden” much of the time.

ROI 62

The Two EX’s of Success

The Pipeline

Maybe I can help you relate differently, you know when your flight is delayed, and you face getting to an important meeting late, doesn’t matter what the airline says, it doesn’t change the fact that it was late. By Tibor Shanto –

[Message to Management]: Why Great Sales Leaders Listen

No More Cold Calling

I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions. Guest blogger, Todd McCormick, shares three reasons listening matters in sales management.

“Servant Salespersonship”

Partners in Excellence

There are lots of examples including organizations as different at the US Army and Southwest Airlines. Account Management Accountability Building Relationships Change Customer Experience Innovation Insight Selling Leadership Lean Sales And Marketing Professional Sales Results Sales EffectivenessSome of the more cynical (or perhaps worn down) of you will misread the title, thinking, “Dave, we’re already slaves to our jobs, managers, companies. What are you doing?”

Secret For Success – Feed A Starving Crowd

Tony Hughes

Obviously you need to have a viable market and offer a product, service or solution that addresses a legitimate need but the X-factor in success is highly motivated buyers. It has applications for commanding a united front with your sales and marketing strategy.

This Is How I Work (Series)

Partners in Excellence

Since I travel so much, Airline Clubs become an important refuge to keep one’s sanity. I used to belong to several of the major US airline clubs (paying a steep fee for each), but they didn’t help me with my international travel.

Invest in your Network to Build Sustainable Business

Score More Sales

From 2007 until 2011 Porter was VP of Marketing at Virgin America – which has to be anyone’s favorite airline if you’ve flown on a Virgin flight.

Selling Your Prospects On Their Dreams with the Magician Archetype


If you sell ad tech, maybe you are helping a marketer hit their revenue goals. One example that always comes to mind is a campaign WestJet Airlines did a few years back. By: Ryan O’Hara.

5 Probing Questions Guaranteed to Derail Your Deal

Hubspot Sales

If you say to an airline exec, “ Did you know oil and gas prices are up 26% and BLUESTAR Airlines is crushing it because they bought 15-years’ worth of futures five years ago at historically low prices? ”. Probing Questions. I've heard [insert relevant industry trend].

Sales Training Article about Selling in the Post-Internet Age

Customer Centric Selling

In some markets, this has happened. The airline industry, for example, has become almost entirely driven by price, with consumers and business people alike able to choose the lowest cost flight on a variety of websites, without using a travel agent.

What is the total experience you are waiting for?

Leading Results Rambings

Even the airline sends me a text when a flight is running late. Customer Service Marketing Testimonials Eric Moskowitz DMD experience economy Great Customer experience Service economy It’s a service economy. Or, it’s an experience economy. You’ve heard one of those before, right?

“Intelligent Leads”

Partners in Excellence

I’ve been quoted a lot about my view that Big Data and rich analytics are the “pot of gold at the end of the rainbow” for sales and marketing. There are many areas in which Big Data and analytics will help improve the customer experience and drive sales and marketing effectiveness. Leads–quantity and quality are always an issue, both with marketing and sales. and overall go to market strategies.

Leads 87

Meet Seattle’s Next Generation of Tech


Sprinkled among big names such as Zillow and Alaska Airlines were hundreds of employees donning brightly colored, branded t-shirts with both familiar and unfamiliar names — the new cohort of technology companies had a substantial presence. The city remains the second-best market for tech talent , based on metrics including growth, talent supply, and industry outlook for job growth. Something was different about the 2019 GeekWire Bash.

Guest Post: Travel Price Forecast 2013

Jonathan Farrington

This is due to a new carbon tax implemented by the Australian government which airlines are passing on to customers. India’s airline market is undergoing some difficult times, with local carriers finding it difficult to maintain operations in the face of unprofitability and other issues.