The Sales Heretic

APRIL 11, 2017

Every business speaker, blogger, podcaster, columnist, and comedian owes a huge debt of gratitude to United Airlines. In forcibly dragging a paying customer off an overbooked plane at Chicago’s O’Hare airport, United has given us all great content to use on stage, in print, and online.

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Airlines Customer Sales Policies 217

The Pipeline

JUNE 3, 2020

You have all read about what the people in an operating room and an airline learned from each other, right? So try different things, follow people in other professions with different challenges with similar attributes to yours. Then give it a go, review, and go again. Help them escape their pre-COVID by leading in a post-COVID way.

Sage 361

Sage Airlines Enterprise Enterprise 361

Bernadette McClelland

JULY 29, 2013

Southwest Airlines constantly asks “how can we deliver ‘freedom for our clients in the sky’ in new ways? You are on a path, you have a purpose and feel passionate about these ideas and you know that when you come from this angle your approach with everyone changes. There is an energy that is bigger than you.

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Airlines Campaigns Energy B2B 294

Sales and Marketing Management

FEBRUARY 18, 2019

When American Airlines started its Advantage Program in the early 1980s, it had one clear objective in mind – to learn more about their customers and their key needs so they could serve them better. We may even give you something for free (e.g. a trip to the destination of your choice).

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Loyalty Airlines Banking Discount 290

Grant Cardone

JULY 12, 2024

And no one knows that better than the airlines themselves. But this year, the busyness isn’t helping airline earnings… It’s hurting them. Airline Earnings Come Crashing Down This summer, airline earnings are expected to drop $2 billion in profit… THAT COMES AFTER […] The post Air Travel Skyrockets But Airline Earnings Plummet.

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Airlines Travel 62

Zoominfo

SEPTEMBER 10, 2020

Sure, we could reminisce about the roots of loyalty programs in the 1700s, when devoted customers received special tokens, but instead, let’s start in the early 1980s, when much of the airline industry waded into what one would consider modern customer loyalty. The data (and deals) helped improve the most valuable customers’ experiences.

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Loyalty Data Airlines Influencer 226

No More Cold Calling

JANUARY 24, 2013

Here’s why, according to Southwest Airlines’ Spirit magazine (Sept. New social media data debunks the well-known factoid that it’s just six degrees of separation that connects us to others. Staying in touch with your social network just got even more important. Looks like it’s a smaller world after all.

Referrals 243

Referrals Airlines Social Media Networking 243

SBI Growth

MARCH 24, 2013

Multi-national organizations plus complex sales equals airline miles. Most top sales executives travel. Many CSOs in today’s B2B selling environment can tell a Marriott from a Hyatt by looking at the furniture. Whether it’s a branch, location, city, or market, you need to be there.

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Airlines Hiring Journal Churn 297

SBI Growth

SEPTEMBER 19, 2013

Think of frequent flier programs in the airline industry. Use For – new process launches, such as: sales process, social selling, lead management. Status Marathon – These games use status ladders and rewards. The “game” is deployed over time and you’re keeping track of each rep’s status. What to Do Now.

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Lead Rank Lead Scoring Hiring Airlines 321

Understanding the Sales Force

OCTOBER 16, 2012

United Airlines. Delta Airlines (Frank wrote this one). Understanding the Sales Force by Dave Kurlan I've hit on this topic several times before when I ranted about: US Airways. National Car Rental. National Car Rental a second time. There were more. Today, Verizon Wireless gets the brunt of my wrath!

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Wireless Airlines Customer Skype 201

Sales and Marketing Management

MARCH 4, 2020

Solomon interviewed Virgin Group founder Richard Branson, who told him that many Middle Eastern and Asian airlines that compete with his Virgin Atlantic international airline “have service standards that are extremely high, but don’t deliver the right style of service for customers today.”.

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Airlines Consumer Customer Service B2B 156

SBI Growth

MAY 29, 2013

For example, I am Executive Platinum on American Airlines (level) and have 512,000 miles (points). Progression to Mastery- mastery is a continuous improvement concept as compared to winning, which is a destination. Progression to mastery gets signified by levels and gets reinforced by points.

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Lead Rank Lead Scoring Airlines B2B 310

No More Cold Calling

APRIL 5, 2012

I love Southwest Airlines. I actually believe that this big airline cares about me. Every year I receive a birthday card from Southwest Airlines. You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship. I recently had a birthday (no tears, I’m glad about it!).

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Airlines Follow-up Prospecting Company 149

No More Cold Calling

FEBRUARY 2, 2012

I love Southwest Airlines and I love reading Spirit Magazine. Here are a few, just for starters: Gamification, Web 3.0, Finger in the Wind, Facipulate, Wallet Share, Weighing the Pig, The Buyer’s Journey, Word-of-Mouse (give me a break…). Get E-Quainted. Here is the Spirit Lexicon Entry #9,824: “e-quaintancee’kwanten (t)snoun.

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Airlines Face-to-face Twitter Facebook 228

The Pipeline

AUGUST 7, 2013

Maybe I can help you relate differently, you know when your flight is delayed, and you face getting to an important meeting late, doesn’t matter what the airline says, it doesn’t change the fact that it was late. None of that matters, they didn’t execute. No matter how badly one executes, it is better than the best excuse.

Airlines 282

Airlines Face-to-face Pipeline Coaching 282

SBI Growth

NOVEMBER 2, 2013

Think of frequent flier programs in the airline industry. The primary form of Gamification that will work with Content Marketing is the “Status Marathon”. These games use status ladders and rewards. The “game” is deployed over time and you’re keeping track of each writer’s status. An example is, use as a quarterly/annual leaderboard contests.

Lead Scoring 312

Lead Scoring Lead Rank Airlines How To 312

No More Cold Calling

NOVEMBER 1, 2012

I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that. Nomophobia”. Here’s the definition from Spririt Lexicon, Entry No 435: Walk the Walk, Talk the Talk.

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Airlines Small Business Small Business Referrals 168

Understanding the Sales Force

APRIL 23, 2014

If you’re a structural engineer and you screw up…if you’re a cop and you shoot an innocent victim, if you’re a bus driver, train conductor, airline pilot, or ship’s captain and you hit something…if you’re in manufacturing and you turn out defective products…if you’re a safety inspector and you “pass” a product that fails….

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Airlines Groups Forecasting Engineering 285

SMEI

DECEMBER 20, 2022

Southwest Airlines: Southwest Airlines uses social media to not only respond to customer inquiries and complaints, but also to provide real-time updates about flights, delays, and other important information.

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Trends Social Media Marketing Airlines 61

Understanding the Sales Force

JANUARY 20, 2022

Forgive my cynicism, but how long have the airlines known about that? Both AT&T and Verizon have delayed activating their 5G networks near airports because it might cause interference with airplane guidance systems on certain planes, like Boeing 777s.

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Airlines Networking System Pipeline 156

Increase Sales

APRIL 11, 2017

By now many in the US and all over the world have heard about or viewed the video of the United Airlines passenger being forcibly taken off from the airplane. As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket.

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Airlines Policies Travel Facebook 120

Grant Cardone

JUNE 5, 2024

But thanks to a new boutique airline, Bark Air, you and your furry friends can fly to your destinations in style. Bark Air is a brand-new airline “designed specifically for dogs first and their human […] The post Bark Air Gives Dogs First-Class Treatment appeared first on GCTV.

Airlines 118

Airlines 118

Understanding the Sales Force

SEPTEMBER 5, 2014

United Airlines Uses Customer Service This Way to Impact Sales. Starting with the Sales Management Team - Is it a Bad Decision? Why You Must Understand This about Desire for Sales Success. Does Efficiency or DNA Help to Increase Sales? My Top 21 Keys to Help Your Sales Force Dominate Today.

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Airlines Sales Leadership Channels Customer Service 185

Zoominfo

AUGUST 29, 2018

Example: When you think of crisis management, one industry jumps out in particular and that’s airlines. From lost baggage to delayed flights, airline customers are quick to voice complaints online. Some airlines respond immediately and offer real assistance to the disgruntled customer.

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Analysis B2B Airlines Marketing 176

Emissary

JUNE 6, 2022

Will airline technology trends be short-term or drive permanent changes to the aviation technology landscape? In this Buyer’s Seat we are going to take a vertical focus and take a closer look at the travel & hospitality industry – specifically aviation (airlines, airports and those in that supply chain).

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Airlines Trends Travel B2B 52

Understanding the Sales Force

SEPTEMBER 22, 2014

If you needed to hire an airline employee would it be a pilot, flight attendant or a hybrid? The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. Unfortunately, a hybrid role it is not.

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Inbound Hiring Airlines Marketing 209

Understanding the Sales Force

FEBRUARY 21, 2014

We are talking about a driver with 42 years experience driving in the snow and a commercial airline pilot with probably 30 years experience flying in the elements. He ordered all of the flight attendants back to their seats, ended cabin service, and warned that the visibility was so bad he may have to divert the flight to another airport.

Airlines 192

Airlines Video Channels Exact 192

Understanding the Sales Force

JULY 2, 2014

When commercial airlines made flying affordable enough for everyone, it didn''t eliminate buses, trains and cars. Just don''t proclaim that the new way is the only way. That''s like saying, now that we have developed a spaceship that can take private citizens to outer space, everyone shall commute to work that way.

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Airlines Inbound Hubspot Top of Funnel 202

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.

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

The Sales Hunter

OCTOBER 23, 2012

Not a whole lot, but it allows people from airline employees to customs agents to police and others to determine if you can proceed. I’m writing this blog post while sitting Heathrow airport, and it is quite striking when you begin to realize a simple passport is what allows a person to get on a plane or not get on a plane.

Prospecting 188

Prospecting Airlines Social Media Ideal Customer Profile 188

Sales and Marketing Management

JUNE 30, 2017

“I got a phone call this morning from one of our oldest customers,” says the executive in a 2010 commercial for an airline. “He The executive proceeds to hand out airline tickets to his entire team and says, “We’re going to set out for a little face-to-face chat with every customer we have.”. He fired us.

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Airlines Face-to-face Advertising Advertising 136

Pointclear

APRIL 3, 2012

Guy explained that he was a United Airlines customer. “At that point, he (Richard) got down on his hands and knees and gave me a shoeshine with his coat, and since then my first choice for any route that Virgin America flies is that airline.” Branson asked Guy whether or not he ever flew Virgin.

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Airlines Negotiation Conference Groups 145

No More Cold Calling

DECEMBER 6, 2012

American Airlines got it in five. Sales hums with on-the-go, in-touch, and connected relationships. Even referral-selling stars need a little down time. They say a picture is worth a thousand words. What’s your passion, where do you want to travel, where do you spend your time? Stop and think about it. Stop and do it.

Travel 191

Travel Airlines Referrals Conversion 191

Score More Sales

JUNE 25, 2014

Think airline industry after 9/11. Collaborate with vendors and business partners to differentiate and diversify. Collaborate with your industry counterparts (some call this coopetition) where you work with a competitor for mutual gain. What are 5 ways you can set the groundwork for more collaboration in your company? When will you start?

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Marketing Airlines Ideal Customer Profile Construction 217

MTD Sales Training

JANUARY 27, 2017

If the airline counter agent tells you that you must pay extra for your heavy bag, don’t get angry at the agent! Your beef is with the airline’s policy (and possibly your failure to read the fine print). Assertive people mare not afraid to ask, but they also pick their battles. Don’t misdirect your frustration.

Airlines 133

Airlines Policies Negotiation Insurance 133

Bernadette McClelland

SEPTEMBER 8, 2014

Either you are going to tell stories that spread like these 3 have, or you will become irrelevant. On a separate note, MARK YOUR DIARIES for October 22nd USA and October 23rd ANZ – times and details to follow.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Either you are going to tell stories that spread like these 3 have, or you will become irrelevant. On a separate note, MARK YOUR DIARIES for October 22nd USA and October 23rd ANZ – times and details to follow.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246