Bernadette McClelland

JULY 29, 2013

Southwest Airlines constantly asks “how can we deliver ‘freedom for our clients in the sky’ in new ways? Bernadette McClelland is an expert in B2B sales conversations that drive value and deliver million dollar results. There is an energy that is bigger than you. Be Bold and Brilliant!

Airlines 294

Airlines Campaigns Energy B2B 294

Understanding the Sales Force

APRIL 23, 2014

Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. An additional 20% of the sales population is good, but not great. If you forecast a sale, and it goes to a competitor, management says, “too bad.” Losing is OK.

Airlines 285

Airlines Groups Forecasting Engineering 285

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.

Loyalty 226

Loyalty Data Airlines Influencer 226

SBI Growth

MARCH 24, 2013

Most top sales executives travel. Multi-national organizations plus complex sales equals airline miles. This article tells the sales leader how to spend time, their most precious commodity. The sales manager to walk you through how he uses the CRM tool (on his computer!). How do you gather the right information?

Airlines 297

Airlines Hiring Journal Churn 297

Understanding the Sales Force

SEPTEMBER 5, 2014

Understanding the Sales Force by Dave Kurlan This is the third in a four-part series that will run this week. The Sales Leadership Articles. Sales Leadership and sales management are the keys to successful sales performance. Starting with the Sales Management Team - Is it a Bad Decision? See Part 1 here.

Airlines 189

Airlines Sales Leadership Channels Customer Service 189

SBI Growth

MAY 29, 2013

The concept of gamification is catching on in B2B sales and marketing. Their book does an excellent job of explaining what gamification is and how it can be applied to drive a sales result. How many of you have rolled out a sales initiative only to have low adoption in the field? Commercial negotiation- think sales training.

Lead Rank 310

Lead Rank Lead Scoring Airlines B2B 310

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. Some of you need to stop the sales leadership world and jump off completely. Some are doing everything they can to grow themselves, their people and their sales. Where do you fit?

Sales Leadership 281

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

Understanding the Sales Force

OCTOBER 16, 2012

Understanding the Sales Force by Dave Kurlan I've hit on this topic several times before when I ranted about: US Airways. United Airlines. Delta Airlines (Frank wrote this one). We often work with companies whose sales have been flat for several years. National Car Rental. National Car Rental a second time.

Wireless 202

Wireless Airlines Customer Skype 202

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

Score More Sales

JUNE 25, 2014

Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. In sales and business building – execution is where it is at. Blurred Lines.

Marketing 217

Marketing Airlines Ideal Customer Profile Policies 217

The Pipeline

AUGUST 7, 2013

Most people, and contrary to rumors, sales people are people, when faced with completing a task, especially a difficult task or one they don’t like, will do one of two things. The bonus in sales is you make money as a result and get to keep your job. Sales Success Tibor Shanto' By Tibor Shanto – tibor.shanto@sellbetter.ca.

Airlines 282

Airlines Face-to-face Pipeline Coaching 282

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. Here’s how to attract sales prospects in a tech-focused world.). Are they afraid of a sleazy sales pitch?). Don’t end the sale before it begins.

Airlines 228

Airlines Face-to-face Twitter Facebook 228

SBI Growth

NOVEMBER 2, 2013

That this is how the new buyer wants to buy before talking to our sales reps. Internal writing will produce quality content the sales rep needs to sell when they are not present. Think of frequent flier programs in the airline industry. An onsite review of SBI’s 2014 Sales & Marketing Research Report.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

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.”.

Airlines 156

Airlines Consumer Customer Service B2B 156

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!).

Airlines 149

Airlines Follow-up Prospecting Company 149

No More Cold Calling

NOVEMBER 1, 2012

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

Airlines 168

Airlines Small Business Small Business Referrals 168

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

The Pipeline

MAY 19, 2016

If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration , by Max F.

Hiring 180

Hiring Sales Management Airlines Case Study 180

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.

Airlines 156

Airlines Networking System Pipeline 156

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

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.

Airlines 120

Airlines Policies Travel Facebook 120

Understanding the Sales Force

FEBRUARY 21, 2014

Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Then, Evan Carmichael did a terrific job interviewing me for this video on his YouTube channel.

Airlines 196

Airlines Video Channels Exact 196

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. A sales force evaluation is an obvious first step!

Airlines 134

Airlines Prospecting Decision Maker Vendor 134

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. And if you really want to learn from an expert on making the most of social media, definitely consider Social Media Boot Camp by The Sales Foundry. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

Zoominfo

AUGUST 29, 2018

Think about it– your newest tool may break sales records, but if many of your customers are underwhelmed by it, was it really a success? 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.

Analysis 176

Analysis B2B Airlines Marketing 176

No More Cold Calling

DECEMBER 6, 2012

Sales hums with on-the-go, in-touch, and connected relationships. American Airlines got it in five. Sales Is Personal. Sales takes time, commitment, and passion. In London we’ll visit one of my sales colleagues, plus two wonderful people we met on Easter Island. Unplug from your sales life. Stop and do it.

Travel 191

Travel Referrals Airlines Conversion 191

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).

Airlines 52

Airlines Trends Travel B2B 52

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor'

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor'

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

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). MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. Instead, treat the agent like an ally.

Airlines 133

Airlines Policies Negotiation Insurance 133

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.

Airlines 136

Airlines Face-to-face Advertising Advertising 136

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

The Sales Hunter

APRIL 21, 2017

It seems everyone is talking about the unfortunate situation United Airlines had recently. I’m tired of hearing about it and I’m more tired of hearing how people are bashing every United employee they can find. I spend a lot of time in airports and here’s what I see: Thousands of United employees going to work […].

Airlines 111

Airlines Leads Marketing Qualified Lead Sales 111

Close.io

JUNE 25, 2018

Every sales rep hates hearing no. This small shift in thinking can have a profound impact on your sales outreach and follow-up success. Today, I’m going to share a quick story about how I learned the power of HUCA and how you can use it as part of your own sales and follow up strategy. But it’s just part of the job, right?

Follow-up 131

Follow-up Airlines Call-back Up-Sell 131

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

OCTOBER 20, 2021

Mondelez International is paying its sales representatives a weekly bonus of $125 dollars until May 2, 2020. Other companies that have taken the same pledge include Amazon, Apple, Google, Facebook, Salesforce, and Twitter. To help alleviate some of the stress, many large companies are offering these employees cash bonuses.

Airlines 130

Airlines Strategy Salary Twitter 130

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