United Airlines Uses Customer Service This Way to Impact Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. It isn''t rocket science, but it does reflect poorly on recruiting, selection, management, onboarding and training.

Do Prospects Lie to Your Salespeople Like the Airlines Do?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. Do the airlines and the FAA seriously expect us to believe that when there is no WiFi on the plane our devices will interfere with navigation but when there is WiFi on the plane the devices won't interfere?

Seven Steps to Success for Sales Managers – Book Review

The Pipeline

If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. As well as how the “Unseen Team” can make or break a sales manager.

Airlines: The Ultimate Example of Gamification

The Brooks Group

When I say our "industry," I'm talking about the network of consultants, sales trainers, speakers, and software developers serving salespeople, sales managers, sales leadership, and sales departments. The airlines know it's not just about the benefits they provide to those with status. Just log onto the website of your favorite airline or hotel. Adding elements of a game to certain aspects of your sales efforts can provide a tremendous return.

Heavy Hitter Sales Blog: Unhappy Customers: What to do When an.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips.

8 Things Technology Will Never Replace

No More Cold Calling

Do you remember the 2001 Southwest Airlines “Some Things Are Just Better in Person” campaign? Southwest Airlines isn’t perfect (no business is). Associations Enterprise Sales Management Small Business Digital communication only takes us so far.

I have lied…

Bernadette McClelland

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. I will be proudly presenting a webinar alongside Charles Green (author of The Trusted Advisor), Colleen Stanley (Author of Emotional Intelligence for Sales Success) Deb Calvert (Author of DISCOVER Questions) around the theme of ‘Your Competitive Edge: Customer Focus 2.0′

I have lied…

Bernadette McClelland

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. I will be proudly presenting a webinar alongside Charles Green (author of The Trusted Advisor), Colleen Stanley (Author of Emotional Intelligence for Sales Success) Deb Calvert (Author of DISCOVER Questions) around the theme of ‘Your Competitive Edge: Customer Focus 2.0′

Keys to Improved Sales Performance - Part 4 of 4

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This is the third in a four-part series that will run this week. The Sales Leadership Articles. Sales Leadership and sales management are the keys to successful sales performance.

Top Kurlan Articles on Sales Coaching

Understanding the Sales Force

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. Sales Process - Top 10 Reasons Why Sales are Lost.

What the Sales World Can Learn from Marathon Participants

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. An additional 20% of the sales population is good, but not great.

Do prospects lie? How does the answer impact sales success?

Anthony Cole Training

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.

The Truth About 50+ Year Old Salespeople

HeavyHitter Sales

Over the last couple of months I’ve spoken to a number of experienced sales leaders and senior sales reps who were contemplating their next career move.     It hard times for salespeople and sales managers over 50 today. Sales is a Mentor-based Profession.

Create Value by Providing Choice

Pipeliner

They made a management decision to primarily stock stores with A&P brand products. For example, people will pay more for airline tickets that can be rescheduled without penalty. A very effective traditional sales technique is called the “choice close.” Sales Management For Sales ProsFrom 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P.

Precise Account Management Through CRM

Pipeliner

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. For all of these reasons account management is a primary important function of an enterprise. All of this means proper account management. Sales Management Leadership

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Book Review: The Gamification Revolution

Sales Benchmark Index

The concept of gamification is catching on in B2B sales and marketing. Their book does an excellent job of explaining what gamification is and how it can be applied to drive a sales result. How many of you have rolled out a sales initiative only to have low adoption in the field?

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

Understanding the Sales Force

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?". For instance, take a look at traditional sales roles.

How Gamification Will Impact Your Sales Initiatives

Sales Benchmark Index

Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here.

What To Do On a Branch Visit

Sales Benchmark Index

Most top sales executives travel. Multi-national organizations plus complex sales equals airline miles. This article tells the sales leader how to spend time, their most precious commodity. The sales manager to walk you through how he uses the CRM tool (on his computer!).

[Message to Management]: Why Great Sales Leaders Listen

No More Cold Calling

Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. That’s how I was first introduced to Todd McCormick, now senior vice president of sales for Silverpop.

Heavy Hitter Sales Blog: The Truth About Older (50+) Salespeople

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips.

What is the Culture of Your Sales Team? By Stu Schlackman

Sales Training Advice

Everyone enjoyed working together and every time a sale came in we rang a bell that hung proudly near our vice president’s office. Quint writes about 4 key points needed to build a culture of excellence as exemplified by Southwest Airlines. How does your sales team take and give criticism? Those that are born after 1977 have no problem communicating to management what they think. How do you allow your sales professionals to challenge their leaders?

Insights on Outbound Conference in Atlanta

Pointclear

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. Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. And “ Sales Management.

Life Enrichment: Passion

Your Sales Management Guru

It has been 16 ½ years since I started Acumen Management Group and the basis behind the company still drives me. We work to leverage and add additional insight to our client base, allowing existing management and sales management programs to operate more productively.

Sales Tips: Flying for Dummies - Really?

Customer Centric Selling

Sales Tips: Flying for Dummies - Really? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Airline pilots are required on a semi-annual basis to refresh their flight skills at their company’s training centers.

The 15 Best Bots for People Who Work in Sales

Hubspot Sales

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. Best Bots for People Who Work in Sales.

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PODCAST 54: How to Pick Your Next Company to Build a Great Career w/Nick Worswick from WeWork

Sales Hacker

This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. Showpad is the leading sales enablement platform for the modern seller.

The 30 Best Alexa Skills for Professionals

Hubspot Sales

Conference Manager: Dial into calls. Welto eases the burden of personal finance management. Conference Manager : Dial into calls. Simply say, “Alexa, have Conference Manager start my call.”. Sales Productivity

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Going Global Means Going Digital

Pipeliner

Other types of processes, such as sales processes, are intended for human interaction and use. Along with the rest of the world, sales has become increasingly complex, too. Where once there was simply a couple basic hats—a “salesman” and the manager—today we have field sales, inside sales, SDR sales, vertical sales, horizontal sales, and much more. Because of the digital age, we also have many more times the sales channels we once had.

Women in the Sales World – Do We Need Them?

Jonathan Farrington

” before reminding them that the very first sale ever was, in all probability, made by a woman. In truth, I genuinely cannot understand why anyone would question the relevance of women, or their importance within the sales space - what has gender got to do with anything?

“Intelligent Leads”

Partners in Excellence

I was recently asked to share my views of the impact of Big Data, business intelligence, and data analytics in sales. We are only beginning to scratch the surface in leveraging Big Data, particularly in sales. 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. One area is in providing sales with “Intelligent Leads.”

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The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

Recognizing all the moments of truth in your company will allow you to address weaker areas easily – for example, Jan Carlzon of SAS identified almost 1000 moments for customers using his airline. Before I get into today’s topic, thank you all for my exceptionally bulging mailbox today.

Jonathan Farrington's Blog ? How to Delight Customers ? The ?What.

Jonathan Farrington

Recognizing all the moments of truth in your company will allow you to address weaker areas easily – for example, Jan Carlzon of SAS identified almost 1000 moments for customers using his airline. How to Delight Customers – The “What” and the “How”.

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

LeveragePoint

Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers.