Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. Dave Kurlan customer service Apple Dell Verizon profesional speaking lufthansa united airlines

Dream Teams: Why Effective Collaboration Requires ‘Diverse Mental Tool Kits’


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.” Perspective is one dimension of every person’s mental tool kit. This puzzle helps us understand the second dimension of a person’s mental tool kit: something called heuristics. These two parts of our mental tool kit—perspective and heuristics—go hand in hand.

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Do You Suffer From “Nomophobia”?

No More Cold Calling

I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Associations Enterprise Small Business Uncategorized networking referral network referral sales sales sales tools

Why Customer Experience Should Be Top of Mind for Sales Leaders

No More Cold Calling

Usually, major airlines treat you like a number—unless you’ve flown zillions of miles with them—but this time, they made me feel like a real person. Most major airlines and other consumer businesses don’t recognize the power of a smile and a welcome.

Day 2 Twitter Recap-Sales and Marketing 2.0 Conference-Part 1

Fill the Funnel

After my trip home to Seattle late last night, I came to the realization that the airline industry needs to embrace Airlines 2.0! Events Web Tools #sm20 2.0

8 Things Technology Will Never Replace

No More Cold Calling

A Gen Y-er and I were recently discussing the fact that technology provides many great tools, but that people do business with people. Do you remember the 2001 Southwest Airlines “Some Things Are Just Better in Person” campaign? Southwest Airlines isn’t perfect (no business is).

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.

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. Differences that come down to the tool and the skill with which that tool is played, and the arrangement, which in sales is likely Sales Enablement. By Tibor Shanto.

This Is How I Work (Series)

Partners in Excellence

What Apps, Software, Tools Can’t You Live Without? Since the tool we use is also cloud based, we can share it with clients and collaborate with them through out a project. We’re actually evaluating some other tools.

How to Create Quality Content When Nobody Wants to Do It

Sales Benchmark Index

Think of frequent flier programs in the airline industry. Not only will you receive access to this great tool for free, you will get: Unlimited access to sales & marketing tools used by top organization. A key challenge for every marketing team is producing quality content.

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One Thing Missing from The New Way of Selling - Part 2

Understanding the Sales Force

When commercial airlines made flying affordable enough for everyone, it didn''t eliminate buses, trains and cars. Social sellers get found, find prospects and connect using a myriad of social selling tools.

How Gamification Will Impact Your Sales Initiatives

Sales Benchmark Index

You will have access to guides, templates and tools to help your sales efforts. Think of frequent flier programs in the airline industry. If you are like most of corporate America, your year is ending soon. You have started planning for next year.

Collaboration for Mid-Market Sales Growth

Score More Sales

Think airline industry after 9/11. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Imagine being around the same people and ideas every day.

Sentiment Analysis: A Primer for B2B Marketers


It’s true– there are a number of tools that track and analyze customer sentiment using complex algorithms. These tools commonly use a form of artificial intelligence called natural language processing (NLP) that analyzes human language for opinions, emotions, tone, and context.

What To Do On a Branch Visit

Sales Benchmark Index

Multi-national organizations plus complex sales equals airline miles. The sales manager to walk you through how he uses the CRM tool (on his computer!). Most top sales executives travel. A lot.

Conversation marketing hacks

Sales and Marketing Management

Easily available research tools can help you join the right conversation at the right time and in the right place with consistency. Monitor online response to your blog posts or use various tools to learn which of your resources are drawing attention. Ditch the checklist – Before every takeoff, airline crews verbally work through an extensive checklist. Author: Merilee Kern Nobody starts out automatically caring about your products or services.

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. Utilize digital tools to find your community, build your brand, and connect with others.

[Message to Management]: Why Great Sales Leaders Listen

No More Cold Calling

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. Guest blogger, Todd McCormick, shares three reasons listening matters in sales management.

Sales Training Article about Selling in the Post-Internet Age

Customer Centric Selling

The airline industry, for example, has become almost entirely driven by price, with consumers and business people alike able to choose the lowest cost flight on a variety of websites, without using a travel agent. Sales Training Article: Selling in the Post-Internet Age By Geoffrey James, INC.

14 Pro Tips for Running a Successful Business

Hubspot Sales

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. Identify and use those tools that can help you optimize your business. Anyone can start a business.

The 15 Best Bots for People Who Work in Sales

Hubspot Sales

The Slack bot makes this tool even more useful. Donewell is an easy-to-use tool that layers over your CRM to help you set sales goals, choose the right metrics, and measure progress. And that’s all without leaving your chat tool. If you sell, bots are your new best friends.

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Life Enrichment: Passion

Your Sales Management Guru

I get a kick out of coaching individual people; giving them idea’s and tools to make their company more successful. Life Enrichment: Passion. During the weekend a friend asked me where I had been recently, when I mentioned that in July I had been in San Diego, Washington DC, Ft.

The Ultimate Guide to Pricing Strategies

Hubspot Sales

Hotels, airlines, event venues, and utility companies use dynamic pricing by applying algorithms that consider competitor pricing, demand, and other factors. HubSpot provides a CRM for free (forever) , but charges for access for other marketing, sales, and service tools.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

As a bonus, after you find out your benchmark we provide the tips and tools for you to improve your open rate by up to 11%. This category encompasses companies that self-identified their industry as: airlines and aviation or leisure, travel and tourism.

How To Build (And Scale) A Successful Sales Team

Sales Hacker

You don’t hire a kid out of college and make him a pilot for Delta Airlines without training. You bought the cheapest sales acceleration tool, and the cheapest data tool, and so on. If you’re going cheap on data and sales tools , you’re dead.

Create Value by Providing Choice


For example, people will pay more for airline tickets that can be rescheduled without penalty. The reason why choice is such a powerful tool for salespeople is because choice is what makes us uniquely human. From 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. Only a few A&P stores remain open today.

How Customer Service Builds Your Brand


To understand what I mean, take a look at what happened when a Southwest Airlines passenger complained about weak in-flight WiFi on social media. Before you can really rely on customer service to build your brand, you’ll need to have the right tools and technology in place. When you think of the Ritz-Carlton, what sentiments come to mind? Happiness? Comfort? Unforgettable experiences?

“Intelligent Leads”

Partners in Excellence

Marketing automation tools have come a long way in helping us engage, nurture, and develop relationships with prospects. The content management strategies that go along with these tools are critical in informing, educating and developing the customer. Lead scoring tools have helped us to narrow the gap between what marketing considers a qualified lead and what sales considers a qualified lead.

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Live Event! Win More Prospects Today: How to Dramatically Increase Your Selling Opportunities to Boost Your Sales

Keith Rosen

Join us for this 60-minute conference where you and your colleagues will get the tools to: • Learn lead generating ideas to keep your pipeline filled all year. CONVENIENT - No airlines. Concerned about how to find new and profitable prospects to develop and maintain your customer base? 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.

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


Our airline furniture is better designed, more comfortable and 20% lighter. In most organizations this requires the skill and tools to herd cats. Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM).