Understanding the Sales Force

SEPTEMBER 22, 2014

Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. 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.

Inbound 205

Inbound Hiring Airlines Marketing 205

Sales and Marketing Management

MAY 22, 2020

The challenges of quarantine deepen in sales, where lead-generation from cold calls and emails is essential. Research and prioritize opportunities. If you need proof, think about the countless branded emails you’ve received, perhaps from an airline you flew on five years ago, saying “We’re in this together.” How do I start?

Airlines 177

Airlines Cold Calling Face-to-face Lead Rank 177

Smooth Sale

JULY 7, 2023

Lack of Consistency : Baggage Checking We planned to carry our luggage onto the plane of a major airline upon leaving for our destination. But on the way back with the same airline, the experiences were different, and the fee was considerable. Today’s insights are provided to help you achieve the Smooth Sale! Celebrate Success!

Airlines 78

Airlines Loyalty Travel Hiring 78

Pipeliner

AUGUST 24, 2021

The international transportation logistics client that generated 80% of their business from the airline industry. But in the interest of time, rapid sales team brainstorming events can be just as productive. In sales, we do love our love frameworks. We mentioned the airline industry but what about pharma?

Transportation 96

Transportation Real Estate Airlines Government 96

Score More Sales

JUNE 25, 2014

Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. In sales and business building – execution is where it is at. Blurred Lines.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

Pipeliner

JULY 16, 2020

Your transportation logistics client that generated 80% of their business from the airline industry has seen Avianca, Compass and Virgin Australia simply disappear. Their opportunities have vanished from the pipeline. Revenues from current contracts have ended. The accounts no longer exist. Think about the moment. The business is won.

Airlines 98

Airlines Transportation Hotels B2C 98

No More Cold Calling

JULY 3, 2014

Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. 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.

Referrals 290

Referrals Airlines Small Business Small Business 290

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. A sales force evaluation is an obvious first step!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. The piece – SalesBlocks – Engineering Sales – starts by James sharing “I am an engineer who found sales and fell in love. The commonality, safety, more specifically safety, and the value of time.

Airlines 206

Airlines Sports Health Care Analysis 206

SBI

MAY 5, 2020

Time for Sales and Event Teams to be Equal Partners. Before Covid, sales meetings were moving more online anyway, but now there may be quite a long time before face-to-face meetings start up again. Sales needs to sit up and embrace these new opportunities to develop new business in a new way. How’s this going to work?

Face-to-face 119

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

Xvoyant

JULY 16, 2020

As part of my career as an enterprise salesperson, sales leader, consultant, speaker, and entrepreneur, I’ve spent my share of time on airplanes. And that’s why I appreciate the airline club rooms. Here’s the purpose of a community: To provide the member an opportunity to “go deep” in topics they care about. by Rob Jeppsen.

Social Media 62

Social Media Airlines LinkedIn Travel 62

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

SalesforLife

MAY 28, 2019

This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He started his consultancy in Jan 2010.

Airlines 57

Airlines Oracle Sales Methodology Microsoft 57

Sales and Marketing Management

FEBRUARY 15, 2019

Instead, see it as an opportunity to adjust and perhaps find ways to better meet your audience’s needs. Ditch the checklist – Before every takeoff, airline crews verbally work through an extensive checklist. What should you do if the feedback is bad? Don’t consider a negative response or lack of response necessarily a failure.

Conversion 136

Conversion Marketing Airlines Face-to-face 136

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Demand Generation Targets 120

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

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

In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings. There is no single approach that serves B2B sales and marketing teams across the board.

Margin 194

Margin Discount Incentives Incentive 194

Mereo

JANUARY 27, 2021

How do you avoid a failure like the Airbus 380 , where the strategy for a jumbo airliner may have been sound if the organization could have overcome its unaligned, disjointed organizational dynamics and executed key parts of the plan effectively? Will sales and support teams be prepared? Is there a system to track usage and billing?

Strategy 88

Strategy Airlines Decision Maker Case Study 88

Hubspot Sales

APRIL 6, 2023

Personalized Online Shopping Will Get More Personal Source No one wants a shopping experience that sounds like a car salesman copied and pasted their sales pitch — it is incredibly grating and generic. This way, you can cater your ecommerce marketing and sales strategies to the right audiences, on the right channels, at the right time.

Trends 99

Trends B2B B2C Social Media 99

Pipeliner

SEPTEMBER 21, 2019

Despite the supposed benefits AI brings especially to the world of sales, and the threats it entails to local job markets, various industries are still looking for specialist skills and talents. Sales Manager. Another factor here is that airline companies will have to replace retiring pilots with young new talents.

Real Estate 68

Real Estate Airlines Salary Tourism 68

SBI Growth

NOVEMBER 2, 2013

That this is how the new buyer wants to buy before talking to our sales reps. Internal writing will produce quality content the sales rep needs to sell when they are not present. Think of frequent flier programs in the airline industry. An onsite review of SBI’s 2014 Sales & Marketing Research Report.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

Pipeliner

DECEMBER 27, 2020

Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. What is a Sales Strategy? What do business leaders mean when they talk about a “sales strategy?” To put it simply, a sales strategy is a concrete process that allows your company to sell products and services consistently.

Pivotal 98

Pivotal Strategy Face-to-face How To 98

Pipeliner

MARCH 9, 2021

Many of us in sales feel the same way as we rise and recover from the tornado that was COVID. Your large transportation logistics client that generated 80% of their revenues from the airline industry saw its customers like Virgin Australia, Trans-State, Avianca and Compass simply disappear. The Variety of Products/Services you Deliver.

Retention 98

Retention Airlines Transportation Account 98

Crunchbase

AUGUST 19, 2021

Many market success stories can be traced to strategic sales and marketing shifts initiated by perceptive business leaders. Commercial airlines that previously transported only passengers shifted their operations to focus on moving cargo. New world, new sales strategies. Let’s give a nod to the obvious: People drive sales.

Marketing 105

Marketing Telecommunications Pivotal Study 105

John Barrows

OCTOBER 14, 2019

The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales rep needs to change, because simple sales activities can become automated in years to come. In this podcast, you’ll learn: The Death of the Average Sales Rep.

Scale 77

Scale Airlines Social Media Sales 77

Hubspot Sales

APRIL 10, 2018

The seller who asks the right questions guides the sale and wins the deal. Sales Probing Questions Mistakes. 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? ”.

Guarantee 82

Guarantee Airlines Face-to-face Real Estate 82

Appbuddy

APRIL 21, 2022

Simply pandering to an audience with buzzwords or using a hot-button issue to push sales won’t cut it. Travel operators and airlines have grappled with managing environmental impact communications for years. In the example below, Intrepid acknowledges the crisis in Ukraine and appeals to their audience for donations. Conclusion.

Consumer 96

Consumer Email Marketing Marketing Tourism 96

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Transportation 117

Transportation Marketing How To Webinar Metrics 117

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. I have visualized the successful outcomes for this opportunity —for my prospect and for me. Are You “Cleared to Sell?”. You’re cleared for takeoff.” You must have this for every call.

Customer 98

Customer Airlines How To Call-back 98

Pipeliner

JANUARY 3, 2019

creating an enormous sales solution to a simple problem is wrong. appropriate sales solutions do only what is required and no more. In my experience leading sales teams, it has immense rewards to people and sales organizations. Recruit overkill sales leaders. Overkill takes a bad rap. It should be respected.

Margin 70

Margin Airlines Consumer Decision Maker 70

Smooth Sale

DECEMBER 18, 2018

The sales profession teaches us to put ourselves in the shoes of our clients. It was always curious to me that sales trainers and management dictated a one-way method to conduct business. Sales teams are commonly given the instruction, ‘Here is the script and how you relay it. Do You Ask Why to Expand Opportunity? .

Airlines 60

Airlines Loyalty Hiring Commission 60

Highspot

JULY 29, 2022

I had an opportunity to actually go back to Chico, which is where I went to school, and to get a job in educational sales. I loved working with students, especially in their student activities and leadership development, and was very successful in sales. How do you see the sales enablement category evolving in 2022 and beyond?

Pivotal 52

Pivotal Airlines Travel Hotels 52

Pipeliner

JANUARY 14, 2021

Those are good, practical tactics to undertake – rational observation that drives sensible actions, like American Airlines and Jet Blue increasing their focus on obtaining more cargo business with passenger revenues diminished. Think about a major opportunity you’re now pursuing. In a word, mindfulness. what might happen.

Airlines 78

Airlines Ideal Customer Profile Course Up-Sell 78

Keith Rosen

APRIL 17, 2009

Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. TITLE : Win More Prospects Today: Dramatically Increase Your Selling Opportunities to Boost Your Sales. CONVENIENT - No airlines.

Cold Calling 48

Cold Calling Opportunity Gatekeeper Prospecting 48

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 124

Conference Outbound Social Media PointClear 124

Hubspot Sales

OCTOBER 10, 2017

The more time you spend on manual tasks, like researching prospects or creating personal sales reports, the less time you have for selling activities, like prospecting or following up with buyers. Here are the best 15 bots for sales professionals. Here are the best 15 bots for sales professionals. Purpose: Sales insights.

Skype 84

Skype Transportation Facebook Hiring 84

Score More Sales

JUNE 5, 2013

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Increase Opportunities.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219