The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. With targeted training around opening statements, common objections, trigger words, we were able to achieve more appointments in fewer conversations. The commonality, safety, more specifically safety, and the value of time.

Airlines 206

Airlines Sports Health Care Analysis 206

The Pipeline

MAY 19, 2016

Delivering a specific set of skills to manage modern sales forces successfully, to ignite the joy of selling and surpass sales objectives year after year. Many sales books will address similar topics, but Max adds the layer of joy that many in sales miss.

Hiring 180

Hiring Sales Management Airlines Case Study 180

Pipeliner

MARCH 19, 2021

93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. For example, a year ago your key accounts might have been airlines. As of January 2020, everything looked good—but shortly thereafter Covid-19 came along and crashed the potential revenue from airlines.

Account 98

Account Airlines Churn Licensing 98

Understanding the Sales Force

JULY 2, 2014

They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there. When commercial airlines made flying affordable enough for everyone, it didn''t eliminate buses, trains and cars. Mark and I go back a long way. Just don''t proclaim that the new way is the only way.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Anthony Cole Training

NOVEMBER 20, 2012

Do the airlines and the FAA seriously expect us to believe that our devices will interfere with navigation when there's no WiFi on the plane, but when there is WiFi on the plane, then the devices won't interfere? After all, these lies continue to work for them, as much as the airlines' lies get us to power down our devices.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

The Pipeline

AUGUST 7, 2013

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. None of that matters, they didn’t execute. No matter how badly one executes, it is better than the best excuse.

Airlines 282

Airlines Face-to-face Pipeline Coaching 282

Pipeliner

JULY 3, 2020

By the time an airline pilot receives that confirmation from the control tower, you can bet that a pre-flight safety checklist has been performed. Well, for starters, questions about the prospect’s needs, wants, desires, objectives, and goals. Are You “Cleared to Sell?”. You’re cleared for takeoff.” What’s missing?

Customer 98

Customer Airlines How To Call-back 98

Understanding the Sales Force

APRIL 23, 2014

According to the data amassed by Objective Management Group’s (OMG) assessments of nearly 750,000 salespeople: There is an elite group of salespeople but it represents only 6% of the sales population. An additional 20% of the sales population is good, but not great. But even an attorney that loses a case got paid to lose….

Airlines 284

Airlines Groups Forecasting Engineering 284

The Sales Hunter

OCTOBER 23, 2012

Not a whole lot, but it allows people from airline employees to customs agents to police and others to determine if you can proceed. Your objective is one thing: Make sure when a prospect or anyone else checks your “passport” (aka the web), they find the information you want them to find so they will draw the right conclusion.

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

SBI Growth

NOVEMBER 2, 2013

Think of frequent flier programs in the airline industry. It must resonate with your Persona’s goals and objectives. The primary form of Gamification that will work with Content Marketing is the “Status Marathon”. These games use status ladders and rewards. An example is, use as a quarterly/annual leaderboard contests.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

Hubspot Sales

JUNE 22, 2020

As you can assume, it would probably be the swim trunks, and that's not because they're inherently less valuable than scarves or sweaters — it's because they're out of season and, in turn, the object of lower demand. The Airline Industry. The principle behind that trend provides the basis for something known as demand-based pricing.

Examples 87

Examples Penetration Airlines Scale 87

SBI

MAY 5, 2020

Set objectives. An airline-style QR coded email which converts into a high-quality ticket for the Apple Wallet or Android equivalent confirms the deal really professionally. Reach out to your Events and Marketing teams so that you can work with them to be successful – they’ll be shocked as much as you that this is happening!

Face-to-face 119

Face-to-face Follow-up Lead Capture Airlines 119

Pointclear

SEPTEMBER 26, 2011

There’s a lot of gold to mine on Facebook, however, if you know your objectives and how the community works. Southwest Airlines encourages customers to post problems on its wall and follows up with a personal outreach. They prefer LinkedIn, a professional network that's all about getting business done.

Facebook 216

Facebook B2B Marketing Airlines 216

Highspot

JULY 12, 2019

Originally developed for airline pilots, these headphones can do wonders when it comes to blocking out noise. Add an object – picture, award, or a quote – that inspires you. Psychologists found adding plants in the workplace can improve employee satisfaction and can increase productivity by up to 15%. Go green!?. Re-arrange your desk.

Airlines 73

Airlines Energy Study Cancellation 73

SMEI

DECEMBER 20, 2022

This should involve identifying the key areas of your business that you want to transform and setting specific goals and objectives for each area. A digital twin is a virtual representation of a physical object or system. It can be used to simulate and analyze the performance of the physical object or system in a virtual environment.

Trends 25

Trends Social Media Marketing Airlines 25

Pipeliner

MARCH 16, 2018

For example, people will pay more for airline tickets that can be rescheduled without penalty. When customers raise objections and want to do more research—they’re not trying to give salespeople a hard time. This is because customers rely on salespeople to expand their range of choices. However, you won’t find them being sold anymore.

Insurance 68

Insurance Insurance Policies Airlines 68

Emissary

APRIL 27, 2020

With these technologies came an entirely new array of capabilities that directly impacted consumer-end business objectives. – Former Corporate Business Transformation Leader, Southwest Airlines. . #3. The IT landscape was disrupted and the traditional enterprise tech stack completely transformed.

Buyer 52

Buyer Scale Engineering Face-to-face 52

SalesLoft

JANUARY 28, 2016

In between mobile airline check-ins and navigating your Uber routes, use the official event app to your advantage and plot your plan of attack. CLARIFY YOUR OBJECTIVES FOR ATTENDING. Figure out your objectives for attending before you start packing your bags. But what you put in is what you get out. SET UP MEETINGS IN ADVANCE.

Meeting 52

Meeting Airlines Lead Gen Follow-up 52

Cincom Smart Selling

FEBRUARY 2, 2017

This is where questions are asked, objections are handled and value is established. The ability of the sales rep to handle an objection is vastly improved with the expert intelligence built into the CPQ solution engine. Imagine installing a defective assembly in an airliner. Is it defective on your vehicle?

ROI 48

ROI Travel Airlines Software 48

Jonathan Farrington

AUGUST 26, 2014

Last week, I led a leadership workshop for a group of senior executives, employed by one of the world’s largest airlines: During an open session on the second day, I was asked by one of the delegates - who is responsible for coaching the next wave of leaders - if I could encapsulate all of my advice in a few short paragraphs, what would I say?

Airlines 45

Airlines Motivation Lead Rank Lead Scoring 45

Nutshell

JUNE 8, 2018

When you ask tall people what makes for a good airline, most of them will tell you “legroom,” while short people will tell you “elbow room.” A bystander who sees a building on fire might perceive what’s happening very differently from a firefighter, or from a person who once had his house burn down.

Tools 81

Tools Groups Airlines Follow-up 81

Hubspot Sales

MAY 28, 2019

Pricing strategies take into account many of your business factors, like revenue goals, marketing objectives, target audience, brand positioning, and product attributes. Hotels, airlines, event venues, and utility companies use dynamic pricing by applying algorithms that consider competitor pricing, demand, and other factors.

Strategy 133

Strategy Penetration Hubspot Buyer Persona 133

Altify

MAY 14, 2018

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. That’s not my opinion – it’s the objective market measure. That number (45) is just too small to flex.

Outsourcing Services 40

Outsourcing Services Airlines Consumer Travel 40

Sales Evangelist

OCTOBER 17, 2019

You need to get over that objection in order to deliver the message. There will be more on this at the “Unleash the Power Within” event that’s going to happen at the American Airlines Arena on November 7-10. Sell yourself first and have that confidence before you go off selling to other people. Day 1: Turn fear into power.

How To 40

How To Airlines Call-back Up-Sell 40

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. Adapt and be flexible, but don't waver on your core values, beliefs, and objectives. "As People are talking about you and your brand whether you ask them to or not.

Outsourcing Services 144

Outsourcing Services Scale Lead Rank Lead Scoring 144

Partners in Excellence

SEPTEMBER 5, 2012

Do we have clear objectives and goals for the call and do these create value for the customer? The airlines “love” me, I always fill up their recycle bags with lots of obscure trade publications–but it lightens my load. How do we use our downtime: 1. Do we have a strong plan in place?

Film 90

Film Travel Ideal Customer Profile Call-back 90

Jonathan Farrington

MARCH 12, 2012

People are more strongly motivated if they feel they have helped in the planning of their objectives, rather than being told. Recognition and praise will show many unknown facets, like a diamond – recognition polishes it and allows latent talent to shine out. Participation.

Airlines 48

Airlines Consultative Selling Motivation Relationals 48

Keith Rosen

APRIL 17, 2009

• Ways to handle “I’m not Interested” – Overcome any objection. CONVENIENT - No airlines. . • How to get past the toughest gatekeepers and straight to the decision maker. • Follow up strategies that grab attention without the pestering. PROGRAM BENEFITS. No time out of the office.

Cold Calling 48

Cold Calling Opportunity Gatekeeper Prospecting 48

MTD Sales Training

JANUARY 27, 2017

Have a clear objective of what you want. If the airline counter agent tells you that you must pay extra for your heavy bag, don’t get angry at the agent! Your beef is with the airline’s policy (and possibly your failure to read the fine print). Be realistic about your aims. Don’t misdirect your frustration.

Airlines 133

Airlines Policies Negotiation Insurance 133

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.). A cross-functional team or war room can take a long-term view to avoid panic reactions and develop clear guidelines and objectives for the commercial team.

Margin 194

Margin Discount Incentives Incentive 194

LeveragePoint

SEPTEMBER 21, 2018

A strong Value Proposition supports customer conversations that are account-specific with respect to (i) an account’s identity and business, (ii) its problems and objectives and (iii) the decisions it is considering. 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

Appbuddy

APRIL 21, 2022

Travel operators and airlines have grappled with managing environmental impact communications for years. It’s critical for senders to proactively communicate their point of view on key issues and allow their audience to form opinions based on direct communication. Unite with your partners and community.

Consumer 96

Consumer Email Marketing Marketing Tourism 96

Keith Rosen

NOVEMBER 8, 2019

If you’re an avid traveler like me, you’ve probably lost count of how many flights you’ve taken in your life, only to be reflected in your airline member status or the stamps (old-school) in your passport. Here’s one manager who took matters into his own hands, and the difficult stand to do what’s right.

Travel 112

Travel Face-to-face Airlines Hiring 112

Sales Hacker

AUGUST 18, 2020

One, we’ve got first party relationships with a number of enterprises like Marriott, United, American Airlines. Saw myself entering into the buy side, so was on the marketing side working for Southwest Airlines Vacations at the time. So what do we do, right? And so I moved down there, I had an interview lined up.

Lead Rank 106

Lead Rank Scale How To Travel 106

Product Management University

FEBRUARY 1, 2017

All subsequent product requirements and functional specifications (product specific) tie back to much clearer objectives using this approach and result in solutions that have far greater impact on the business outcomes of your target customers. Those spending priorities impacted various activities and work processes in each department.

Marketing 40

Marketing Airlines Proposal Engineering 40

LeadFuze

JULY 6, 2021

Airlines like Delta use algorithms based on competitor pricing and traffic patterns to maximize profit during high-demand periods while also keeping ticket costs affordable when flights aren’t full so everyone has access to them even if just occasionally. 3 Cost-Plus Pricing Strategy. 2 Pricing Strategies: The Power of the Bundle .

Proposal 98

Proposal Strategy Discount Social Media 98

Apptivo

JUNE 22, 2022

They help you meet your objectives in customer relationship management and strengthen your business with a sustained competitive advantage. For example, Singapore airlines’ CRM provides an excellent omni channel customer experience that features continuity in loyalty program, both online and offline.

CRM 52

CRM Scale Ideal Customer Profile NetSuite 52