Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Understanding the Sales Force

SEPTEMBER 22, 2014

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?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales.

Inbound 212

Inbound Hiring Airlines Marketing 212

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. How are you including your clients, prospects, and colleagues in your family? I recently had a birthday (no tears, I’m glad about it!). Life is high touch.

Airlines 149

Airlines Follow-up Prospecting Company 149

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 205

Airlines Inbound Hubspot Top of Funnel 205

Zoominfo

AUGUST 29, 2018

Social listening is the process of listening to conversations between customers and prospects on social media platforms in order to gain insights about your brand and industry. You learn how your prospects and customers respond to different types of content, what topics they get excited about, and so much more.

Analysis 176

Analysis B2B Airlines Marketing 176

Close.io

JUNE 25, 2018

Every sales rep hates hearing no. You can’t win every deal and when a prospect turns you down, it’s time to just move on. This small shift in thinking can have a profound impact on your sales outreach and follow-up success. Airlines are rarely known for their customer support. Or if the prospect is. In fact, 99.9%

Follow-up 131

Follow-up Airlines Call-back Up-Sell 131

Sales and Marketing Management

MAY 22, 2020

The challenges of quarantine deepen in sales, where lead-generation from cold calls and emails is essential. Will my prospects be open to it? The longer answer is yes, but… It is OK to reach out to prospects, but it should be done in a respectful, empathetic way. Sales is not a zero-sum game. How do I start?

Airlines 177

Airlines Cold Calling Face-to-face Lead Rank 177

Understanding the Sales Force

DECEMBER 11, 2012

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. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

No More Cold Calling

SEPTEMBER 6, 2019

When you prospect by referral, you treat all customers like gold. We complain about consumer experiences all the time—the phone company that lies about your mobile phone charges, the gas company that puts unknown charges on your bill, your internet provider that no one likes because they make promises and never deliver, and the airlines.

Referrals 189

Referrals Customer How To Cold Calling 189

The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. The piece – SalesBlocks – Engineering Sales – starts by James sharing “I am an engineer who found sales and fell in love. The commonality, safety, more specifically safety, and the value of time.

Airlines 206

Airlines Sports Health Care Analysis 206

HeavyHitter Sales

MAY 18, 2013

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. Younger sales managers fear older reps are burned out from too many years “carrying the bag.”.

Hiring 165

Hiring Airlines Penetration Twitter 165

The Sales Hunter

NOVEMBER 23, 2016

United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. Check out at this link a great article by Benjamin Zhang at Business Insider regarding […].

Airlines 100

Airlines Customer Prospecting Sales 100

Zoominfo

FEBRUARY 17, 2020

Social listening is the process of listening to conversations between customers and prospects on social media platforms in order to gain insights about your brand and industry. You learn how your prospects and customers respond to different types of content, what topics they get excited about, and so much more.

Analysis 130

Analysis B2B Airlines Marketing 130

The Sales Hunter

APRIL 6, 2018

You can pass the time by watching movies “edited for airline viewing” or spend hours thinking you’ll finally master Candy Crush. A coach can help you excel in your sales career! Copyright 2018, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Airlines 105

Airlines Coaching Motivation Strategy 105

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. Done wrong, these strategies can seriously vex your prospects and customers and negatively impact your brand through perceived irrelevance and what can come across as a plan to “push more product for the sake of pushing more product.”. In an image….

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

SBI

MAY 5, 2020

Time for Sales and Event Teams to be Equal Partners. Before Covid, sales meetings were moving more online anyway, but now there may be quite a long time before face-to-face meetings start up again. Sales needs to sit up and embrace these new opportunities to develop new business in a new way. How Sales Will Need to Adjust.

Face-to-face 119

Face-to-face Follow-up Lead Capture Airlines 119

Sales and Marketing Management

JUNE 22, 2020

They say the move is necessary to protect themselves against possible losses when people who have bought airline tickets, vacation packages and other goods and services seek refunds.). Although the shock to sales is widespread, companies are wrestling with different challenges. Add value instead of cutting costs. 4 smart steps.

Margin 194

Margin Discount Airlines Incentives 194

Sales Hacker Training

MAY 26, 2020

Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. A sales team equipped with virtual sales skills strengthens your business continuity plan in three ways. However, this requires buy-in from the sales professionals. Fast Implementation.

Benefit 122

Benefit Decision Maker Travel Airlines 122

Sales and Marketing Management

FEBRUARY 15, 2019

Why should company interactions with current and prospective customers or clients be any different? Ditch the checklist – Before every takeoff, airline crews verbally work through an extensive checklist. No matter the context, all relationships begin with a “handshake moment,” whether literally or figuratively?—?those

Conversion 136

Conversion Marketing Airlines Face-to-face 136

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead. Prospecting sets you up for everything else in sales.”.

Conference 124

Conference Outbound Social Media PointClear 124

Hubspot Sales

APRIL 10, 2018

The seller who asks the right questions guides the sale and wins the deal. Good questions reveal the full range of implications a problem has on a prospect’s business, personal career success, and ability to meet goals. Sales Probing Questions Mistakes. It’s wise to do some homework before any sales meeting. That's great!

Guarantee 108

Guarantee Airlines Face-to-face Real Estate 108

Pipeliner

JULY 16, 2020

Your transportation logistics client that generated 80% of their business from the airline industry has seen Avianca, Compass and Virgin Australia simply disappear. But Jet Blue and American Airlines, also your client’s customers, are active and pursuing cargo business to replace their crushing passenger revenue losses. Lasting bonds.

Airlines 98

Airlines Transportation Hotels B2C 98

LeadIQ

OCTOBER 8, 2018

Today we’re going to talk about a prospect’s dreams. One person that a lot sales folks follow and resonate with that is this archetype is Tony Robbins. If you are selling to your prospects as a magician, you have to figure out how to tell them about their dreams and aspirations.

Prospecting 68

Prospecting Airlines Motivation Follow-up 68

Pipeliner

AUGUST 24, 2021

And rightfully so, we’re primarily concerned with our clients and prospects. The international transportation logistics client that generated 80% of their business from the airline industry. But in the interest of time, rapid sales team brainstorming events can be just as productive. In sales, we do love our love frameworks.

Transportation 96

Transportation Real Estate Airlines Government 96

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

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

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. Done wrong, these strategies can seriously vex your prospects and customers and negatively impact your brand through perceived irrelevance and what can come across as a plan to “push more product for the sake of pushing more product.” Not too shabby.

Loyalty 130

Loyalty Airlines Hotels Hubspot 130

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Transportation 124

Transportation Marketing How To Webinar Metrics 124

Partners in Excellence

NOVEMBER 4, 2012

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. One area is in providing sales with “Intelligent Leads.”

Lead Rank 112

Lead Rank Lead Scoring Sales Qualified Lead Leads 112

Hubspot Sales

APRIL 6, 2023

Social Commerce Will Give Prospects New Shopping Options Take one scroll through Instagram and TikTok and you're guaranteed to come across one item you can buy. Omnichannel Sales Will Grow Omnichannel sales simply means a multichannel approach to sales that aims to provide customers with a seamless shopping experience.

Trends 130

Trends B2B B2C Social Media 130

Pipeliner

JULY 3, 2020

By the time an airline pilot receives that confirmation from the control tower, you can bet that a pre-flight safety checklist has been performed. What is the prospect’s current situation? What are my business development goals for this client or prospective client? Both for you, and your prospect.

Customer 98

Customer Airlines How To Call-back 98

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. Yes, even in business-to-business emotional intelligence has a critical role to play in the sales cycle. Think of this as the sale after the sell. So why do so many people get this critical step wrong?

Proposal 87

Proposal Airlines Face-to-face Transportation 87

Crunchbase

AUGUST 19, 2021

Many market success stories can be traced to strategic sales and marketing shifts initiated by perceptive business leaders. Commercial airlines that previously transported only passengers shifted their operations to focus on moving cargo. New world, new sales strategies. Let’s give a nod to the obvious: People drive sales.

Marketing 105

Marketing Telecommunications Pivotal Airlines 105

Keith Rosen

APRIL 17, 2009

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. Below are the details. PROGRAM BENEFITS.

Cold Calling 48

Cold Calling Opportunity Gatekeeper Prospecting 48

Partners in Excellence

AUGUST 30, 2018

Three continents in 10 days, sitting in yet another airline lounge waiting my next flight. So if we know these things, why do so many companies continue to ignore this, and treat customers and prospects as idiots? I’ve been away from the blog for a bit. There are two I’ve just deleted from my inbox.

Buyer 70

Buyer Airlines Travel Loyalty 70

HeavyHitter Sales

JUNE 15, 2009

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. Sales Tips.

Hiring 87

Hiring Penetration Airlines Twitter 87

Shari Levitin

JUNE 16, 2022

Back in those days, we purchased airline tickets at the airport ticket counter. Years ago, a large hospitality company hired my team to build a comprehensive training program for over one hundred of their sales sites. While some focused on sales activities, many focused on sales ethics. Putting Sales Ethics Into Practice.

Airlines 62

Airlines Hiring Negotiation Referrals 62

Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. The lowest-hanging fruit is personalizing your subject line so it’s unique to the specific prospect. Marketing and advertising companies have the lowest sales email open rate. What if you’re below average and have room to improve? Maybe your current rate is 20%.

Industry 145

Industry Real Estate Outsourcing Services Biotechnology 145