Bernadette McClelland

FEBRUARY 17, 2018

We’ve seen United Airlines as front page news a while back because a staff member dragged a man screaming from his seat. We’ve seen a toxic culture raise its head in Australian politics not too far in the past with Pauline Hansen calling out a group of children with disabilities as being disruptive to ‘normal’ kids.

Sales Leadership 281

Sales Leadership Airlines Call-back Face-to-face 281

KO Advantage Group

JUNE 4, 2020

The proposal in the sales process is the last moment we get to bridge our relationships from prospects to clients. If you have been following my content for a while, think of this from the perspective of the Destination vs. Transportation and how the airline only gets you to the Cancun Airport vs. to the actual beaches of Cacun.

Proposal 87

Proposal Airlines Face-to-face Transportation 87

No More Cold Calling

FEBRUARY 2, 2012

I love Southwest Airlines and I love reading Spirit Magazine. Selling is about paying attention throughout the entire sales process. E-quaintances only take you so far along the sales journey. Ensure that you and your sales prospect choose the same path. Don’t end the sale before it begins. Get E-Quainted.

Airlines 228

Airlines Face-to-face Twitter Facebook 228

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

MAY 3, 2018

Not as hard as you might imagine, if you are willing to let go and assume you were doing something entirely different but required similar thought, analysis and decision process. I recently read about two groups, one from national health care provider, the other from a leading airline.

Airlines 206

Airlines Sports Health Care Analysis 206

Sales and Marketing Management

DECEMBER 14, 2020

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. 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.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively. Sales Process - Top 10 Reasons Why Sales are Lost. Tighter Sales Metrics at New Year Leads to Improved Success. Top 20 Kurlan Articles on Sales Coaching. 5 Reasons Why Sales Cold Calls Are So Awful.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

No More Cold Calling

JULY 3, 2014

My wife once met Gary Kelly, CEO of Southwest Airlines, in one of the last places you’d expect to see a business mogul: checking in customers at LAX. They also know how competitors are positioning themselves, where gaps exist in your team’s sales process and marketing campaigns, and what changes would most positively impact customers.

Referrals 290

Referrals Airlines Small Business Small Business 290

Hubspot Sales

APRIL 10, 2018

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? ”. If you’re asking a probing question – be sure you know why you’re asking and what the answer will provide in the sales process.

Guarantee 82

Guarantee Airlines Face-to-face Real Estate 82

Pipeliner

OCTOBER 1, 2019

In our last article, I painted the picture of a holistic customer process with an airline. Just in sales, most companies today require more than one sales process. There would also be different types of sales processes for products versus services. What must come before people? Automation.

Sales Enablement 74

Sales Enablement Tourism Policies Airlines 74

Sales and Marketing Management

DECEMBER 14, 2020

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. 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.

Demand Generation Targets 120

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

Rob Jolles

MARCH 25, 2022

I don’t have to travel and hunt down airport parking spots, battle security lines, stress about airline delays, cope with the loneliness of hotel rooms, or when I finish my work, fight my way home. . We spoke for about 30 minutes about sales processes and training for success. Yep, I really enjoy the world of virtual delivery.

Energy 52

Energy Airlines Hotels Call-back 52

Hubspot Sales

AUGUST 4, 2020

You could restructure your entire sales process. It could be anything from a major airline leveraging a frequent flier miles system to a local sandwich shop giving out punch cards for free sandwiches in exchange for a fixed number of visits. You realize your business needs a shot of life. So, what can you do?

Promotion 111

Promotion Strategy Loyalty Retail 111

Customer Centric Selling

SEPTEMBER 3, 2015

Airline pilots are required on a semi-annual basis to refresh their flight skills at their company’s training centers. Listen to Social Selling evangelist, Jill Rowley, in Episode 20 of Sales Rehab! It’s called basic training and advanced infantry training.

Airlines 40

Airlines Social Selling Training Channels 40

Customer Centric Selling

JUNE 15, 2016

First they lure you in and make you feel beholding to them by giving what are theoretically free trips, meals, airline tickets, etc. In my B2C buying experiences, timeshare salespeople are by far the most aggressive closers. Next come attempts to sell you on beautiful spots and then you start to think you should go on vacations more often.

Buyer 40

Buyer Decision Maker Airlines B2C 40

Pipeliner

AUGUST 14, 2018

A process simply is the optimization, for humans or automation, of a task or a set of tasks. Other types of processes, such as sales processes, are intended for human interaction and use. It is processes that enable optimum speed so as to compete in today’s business world.

Airlines 60

Airlines Pipeline Trends CRM 60

Hubspot Sales

MARCH 15, 2019

They include product, price, place, promotion, people, process, physical evidence, and performance. 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. Refine your process.

Outsourcing Services 144

Outsourcing Services Scale Lead Rank Lead Scoring 144

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. and overall go to market strategies.

Lead Rank 89

Lead Rank Lead Scoring Sales Qualified Lead Leads 89

Sales Training Advice

OCTOBER 5, 2012

Hence the rise of a team-based approach to sales. s the airline industry brought us the concept of ‘moments of truth’ – every point of contact, or interaction of customers and prospects with your business – it’s people, processes and systems. In the 1980?s Share your thoughts in the comments below.

Hiring 42

Hiring Referrals Strategy Airlines 42

Pipeliner

OCTOBER 22, 2021

One product line could have a very different kind of sales process than another product line. Through such a process, the customer should feel positively touched. A process should never have a result such as an airline passenger being physically hauled off a plane because they won’t surrender the seat they paid for.

Outsourcing Services 98

Outsourcing Services Airlines Government Banking 98

Sales Hacker Training

MAY 26, 2020

The ability to increase sales efforts without increasing travel is no small benefit. That represents 55% of airline revenues. But as they bring other executives to your side, it’s critical that you keep the sales process moving. Because one dissenting voice can just as easily derail the sale. Flexibility.

Benefit 122

Benefit Decision Maker Travel Airlines 122

Tony Hughes

FEBRUARY 19, 2018

If you haven't read it, you need to and go apply it to your sales process and product innovation lifecycle. It has applications for commanding a united front with your sales and marketing strategy. Robert mentioned Blue Ocean Strategy.

Airlines 66

Airlines Scale B2C Face-to-face 66

LeveragePoint

SEPTEMBER 21, 2018

As they define and improve their sales processes, sales teams often go to great lengths to characterize buyer stakeholders. Our airline furniture is better designed, more comfortable and 20% lighter. Identifying organizers, qualifying them and connecting with them is the first job of a sales executive.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Evangelist

JULY 2, 2019

Then, when he started in sales, he found himself selling a product that offered great value, but he was focused largely on the sales process. Go-Giver origins Bob recalls his parents working to make people’s lives better. They stopped putting into the company savings account until the crisis was over.

Strategy 40

Strategy Airlines Lead Rank Lead Scoring 40

Apptivo

JUNE 22, 2022

Apptivo is a CRM software that enables sales management and manages customer interactions throughout the sales funnel. Extensive sales analytics and forecasting. Automation of various sales processes. Visualization of sales pipeline. Powerful tracking mechanisms. Goal-setting and reporting.

CRM 52

CRM Scale Ideal Customer Profile NetSuite 52

Sales Hacker

JANUARY 21, 2020

We started working with airlines, banks, Fortune 500 type companies that get a huge number of telephone calls, to help them replace their traditional and pretty annoying touch-tone systems with ones that used speech recognition instead. We were going to offer a free toll-free number where you could call up like Yahoo but for the phone.

Scale 55

Scale Microsoft Networking Lead Rank 55

PandaDoc

MAY 25, 2021

Today, Salesforce is one of the most successful enterprise software companies globally, with more than 150,000 companies using Salesforce in their business, from Marriott Hotels to Southwest Airlines. Category: Sales Processes and Document Automation. Most DMS solutions focus on a single aspect of the process.

Enterprise 52

Enterprise Enterprise Software Software 52

PandaDoc

MAY 25, 2021

Today, Salesforce is one of the most successful enterprise software companies globally, with more than 150,000 companies using Salesforce in their business, from Marriott Hotels to Southwest Airlines. Category: Sales Processes and Document Automation. Most DMS solutions focus on a single aspect of the process.

Enterprise 52

Enterprise Enterprise Software Software 52