Who Said Referrals Were Six Degrees of Separation?

No More Cold Calling

Here’s why, according to Southwest Airlines’ Spirit magazine (Sept. When considering another person in the world, on average, a friend of your friend knows a friend of their friend,” reports the Facebook study.

Would You Watch An Autonomous F1 Race?

The Pipeline

I recently read about two groups, one from national health care provider, the other from a leading airline. When the study ended, each group still learned valuable and practical lessons they applied right away. By Tibor Shanto.

Seven Steps to Success for Sales Managers – Book Review

The Pipeline

All this supported by examples of organizations who have used servant leadership successfully, such as Southwest Airlines, to become leaders in their industry; included is a case study illustrating specifically how servant leadership works effectively in a sales team.

The Truth About 50+ Year Old Salespeople

HeavyHitter Sales

Chances are you are putting your life in the hands of one of the 70,000 airline pilots that are over 50 years old. 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.

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.

7 Email Templates That Can Save You 520 Hours Per Year

Hubspot Sales

A study by the American Psychological Association found shifting tasks causes temporary mental barriers, which swallow up to 40% of your productive time. American Airlines (preferred). Are you a multi-tasker? That might not be a good thing.

Hotels 110

14 Pro Tips for Running a Successful Business

Hubspot Sales

You need to research, study, and learn. 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. Anyone can start a business. Fill out a few forms.

Companies Must Care How Revenue is Earned


United Airlines). Across hundreds of studies, there is no evidence that companies that maximize shareholder value are more profitable.”. If you search online for the phrases crush your quota or outstanding revenue growth , you’ll get about 4,500 and 8,000 results, respectively. We adore not only revenue, but its fast and furious capture. Revenue is king! As my district manager used to say, “I don’t care how you make your number, as long as you make it!”.

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


In the hands of good sales teams, strong Value Propositions evolve from Flexible Case Studies early in the sales cycle to Customer Value Analyses during a customer evaluation to a Shared Business Case to Buy that helps sales teams speed the time to closing. Here is the clinical study.

Telling A Story That Hooks Audiences

Insight Demand

As this was over Gatwick’s main frequency, I wonder today what the 30-plus airline pilots waiting to land or take-off must have been thinking? “Colleague Michael Harris wrote this blog post recently, and I couldn’t stop cracking up!