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

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

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

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

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

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

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

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 209

Inbound Hiring Airlines Marketing 209

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

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

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

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

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

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 202

Airlines Inbound Hubspot Top of Funnel 202

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

No More Cold Calling

FEBRUARY 2, 2012

Real-world sales may start online, but the real connection and success happens offline, in the real world. I love Southwest Airlines and I love reading Spirit Magazine. In business, some seemingly insignificant cyber contacts can translate into real-world job prospects, or even (gasp!) Are they afraid of a sleazy sales pitch?).

Airlines 228

Airlines Face-to-face Twitter Facebook 228

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

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

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

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 110

Trends B2B B2C Social Media 110

SBI Growth

NOVEMBER 2, 2013

This is content that aligns with the prospects buying process. It pulls prospects through the buyers journey faster Your internal team has more product knowledge than any 3rd party content writer. That this is how the new buyer wants to buy before talking to our sales reps. How do you inject adoption?

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

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

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

Pipeliner

MARCH 2, 2022

He has worked extensively with companies like Singapore Airlines and L’Oréal. The reason empathy is crucial in all human interaction, including sales. It has turned from trying to heap more value onto the offer into giving the prospect insurance that they’re taking a smart risk. How the pandemic has shifted our perspective.

Video 52

Video Airlines Insurance Insurance 52

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

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

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

John Barrows

OCTOBER 14, 2019

The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales rep needs to change, because simple sales activities can become automated in years to come. In this podcast, you’ll learn: The Death of the Average Sales Rep.

Scale 77

Scale Airlines Social Media Sales 77

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 88

Guarantee Airlines Face-to-face Real Estate 88

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 53

Buyer Airlines Travel Loyalty 53

Smooth Sale

DECEMBER 18, 2018

The sales profession teaches us to put ourselves in the shoes of our clients. When we can deliver as much as possible in the manner prospects desire, they become loyal clients. It was always curious to me that sales trainers and management dictated a one-way method to conduct business. Sales Tips for Projecting What You Preach.

Airlines 60

Airlines Loyalty Hiring Commission 60

Nutshell

JANUARY 30, 2023

Everyone—from marketing and sales to customer service—is on the same page about your customers and leads, enabling them to collaborate , thus creating a pleasant customer experience. A positive experience with your brand will make your prospects happy and convince them to purchase from you. The result? Hence, CRM was born.

Ideal Customer Profile 48

Ideal Customer Profile CRM Airlines Data 48

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

Pipeliner

JUNE 22, 2021

Our focused gaze should be on our clients and prospects. Your clients like Hertz, Latam Airlines, and Gold’s Gym. Your key prospects as well – Chesapeake Energy, Lord & Taylor, Frontier Communications, and many more. Of course, you care deeply about your clients and prospects. How about some context?

Account 52

Account Ideal Customer Profile Airlines Course 52

Customer Centric Selling

SEPTEMBER 3, 2015

Sales Tips: Flying for Dummies - Really? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. He was telling me about a conversation he had with a prospect company’s VP of Sales and VP of Human Resources about training their salespeople. I wonder why?

Airlines 40

Airlines Social Selling Training Channels 40

Sales Evangelist

OCTOBER 17, 2019

How To Elevate Your Sales Game As a salesperson, you might have asked yourself the ways to elevate your sales game. Elevate your sales game Salespeople are always looking for ways to elevate their sales. The first step to do that is to analyze the things that might be holding back the sales.

How To 40

How To Airlines Call-back Up-Sell 40

Pipeliner

NOVEMBER 3, 2020

Account management is a considerable job—and one of the most important for a sales professional. A frequent flyer, a customer who spends lots of money for travel on a particular airline, can check in a bit late and not be turned away. Evaluating Prospects. Account management is most precisely conducted through CRM.

Account 52

Account CRM Policies Airlines 52