Understanding the Sales Force

SEPTEMBER 5, 2014

The Sales Leadership Articles. Sales Leadership and sales management are the keys to successful sales performance. Without good sales leadership, management, coaching, motivation and accountability, we have salespeople left to their own devices. Does Efficiency or DNA Help to Increase Sales?

Airlines 189

Airlines Sales Leadership Channels Customer Service 189

Understanding the Sales Force

SEPTEMBER 22, 2014

The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. If you needed to hire an airline employee would it be a pilot, flight attendant or a hybrid? The Fall Top Sales Academy offering (it''s free) is available - you can see it here. Unfortunately, a hybrid role it is not.

Inbound 212

Inbound Hiring Airlines Marketing 212

Bernadette McClelland

SEPTEMBER 8, 2014

Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor' Either you are going to tell stories that spread like these 3 have, or you will become irrelevant. The Time is Now, don’t you think?

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor' Either you are going to tell stories that spread like these 3 have, or you will become irrelevant. The Time is Now, don’t you think?

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

HeavyHitter Sales

MAY 18, 2013

    It hard times for salespeople and sales managers over 50 today. They also have a more difficult time finding new jobs because younger sales managers have five basic fears about hiring someone older than themselves :   They are Un-coachable. They aren’t Technically Savvy. They are “Washed Up.”

Hiring 165

Hiring Airlines Penetration Twitter 165

Anthony Cole Training

NOVEMBER 20, 2012

Do the airlines and the FAA seriously expect us to believe that our devices will interfere with navigation when there's no WiFi on the plane, but when there is WiFi on the plane, then the devices won't interfere? After all, these lies continue to work for them, as much as the airlines' lies get us to power down our devices.

Airlines 134

Airlines Prospecting Decision Maker Vendor 134

Understanding the Sales Force

DECEMBER 11, 2012

What the Huge Patriots Win Teaches us About Sales Momentum. Do Prospects Lie to Your Salespeople Like the Airlines Do? My Top 14 Articles on More Effective Sales Cold Calling. 5 Reasons Why Sales Cold Calls Are So Awful. When Sales Leaders Don't Lead With Their Strengths. Top 5 Sales Management Best Practices.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

The Brooks Group

JANUARY 30, 2013

When I say our "industry," I'm talking about the network of consultants, sales trainers, speakers, and software developers serving salespeople, sales managers, sales leadership, and sales departments. The airlines know it's not just about the benefits they provide to those with status.

Airlines 40

Airlines Examples Hotels Travel 40

Sales and Marketing Management

DECEMBER 14, 2020

Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

criteria for success

MAY 24, 2021

Happy Monday, Let's Talk Sales listeners! He later became a commercial airline pilot and university professor. CFS Resource Recommendations: Our original eBook on The Ultimate Guide to Sales Management. The Ultimate Guide to Sales Management. Happy Monday, Let's Talk Sales listeners! CFSPlayBook.

Airlines 98

Airlines eBook Lead Rank Webinar Metrics 98

Adaptive Business Services

JULY 22, 2020

And an increasing number of sales managers are finding the same, turning their sales teams into high performing sales groups through servant leadership. Servant leadership is not a strategy or management technique. Herb Kelleher helped found the airline on the following premise: “Your employees come first.

Airlines 83

Airlines Lead Rank Pharmaceuticals Study 83

Anthony Iannarino

MARCH 11, 2020

The airlines have had to adjust their scheduled flights to prevent losing more money as people stop traveling, a strategy that is unavailable to hotels and restaurants, who are also suffering the economic downturn as large events are canceled, and people stay home. Learn how to sell without a sales manager. Get the Free eBook!

Face-to-face 141

Face-to-face eBook Airlines Hotels 141

HeavyHitter Sales

APRIL 12, 2008

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. I have flown millions of miles on American Airlines over the course of my career.

Airlines 60

Airlines Cancellation Customer Travel 60

Your Sales Management Guru

JULY 28, 2014

We work to leverage and add additional insight to our client base, allowing existing management and sales management programs to operate more productively. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What Value We Bring.

Airlines 94

Airlines Hotels Travel Facebook 94

Pipeliner

MARCH 19, 2021

For example, a year ago your key accounts might have been airlines. As of January 2020, everything looked good—but shortly thereafter Covid-19 came along and crashed the potential revenue from airlines. Such planning must include research and a decent amount of prediction. Account Planning Basics.

Account 98

Account Airlines Churn Licensing 98

Pipeliner

SEPTEMBER 21, 2019

Sales Manager. Sales managers basically handle the critical responsibility of finding new clients and making an impact on the organization’s bottom line. Sales managers basically handle the critical responsibility of finding new clients and making an impact on the organization’s bottom line. IT Manager.

Real Estate 68

Real Estate Airlines Salary Tourism 68

Pipeliner

OCTOBER 22, 2021

A process should never have a result such as an airline passenger being physically hauled off a plane because they won’t surrender the seat they paid for. Again in airlines, processes should not result in constantly rebooked flights (as we’ve seen during covid). Through such a process, the customer should feel positively touched.

Outsourcing Services 98

Outsourcing Services Airlines Government Banking 98

Pointclear

APRIL 19, 2017

I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management. This belief is keeping him busy: “ My business is split evenly between speaking and consulting. Simplified. ” Simplified. ” Buy them both.

Conference 124

Conference Outbound Social Media PointClear 124

HeavyHitter Sales

JUNE 15, 2009

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. It hard times for salespeople (and sales managers) over 50 today.

Hiring 87

Hiring Penetration Airlines Twitter 87

Sales Hacker Training

MAY 26, 2020

The ability to increase sales efforts without increasing travel is no small benefit. That represents 55% of airline revenues. Annual, global, business travel spending is roughly $1.5 trillion, according to the Global Business Travel Association. trillion that companies could have spent on new salespeople, new training, and new tools.

Benefit 122

Benefit Decision Maker Travel Airlines 122

Partners in Excellence

NOVEMBER 4, 2012

Or what if, United Airlines, started seeing that behavior, and sent me an email, “Dave, in recognition for the 10′s of thousands of miles you’ve flown this year, we’ve put together a travel package of flights and hotels to Fiji and Tahiti and are giving you a 15% discount.

Lead Rank 112

Lead Rank Lead Scoring Sales Qualified Lead Leads 112

Nutshell

MARCH 5, 2024

There are numerous ways you can do this, but most of them focus on assigning leads to the sales reps most qualified to convert them. For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead. Why is lead distribution important?

Distribution 78

Distribution Lead Rank Lead Scoring Sales Qualified Lead 78

Crunchbase

AUGUST 19, 2021

Commercial airlines that previously transported only passengers shifted their operations to focus on moving cargo. It may make sense for sales managers to revise how they allocate sales resources to optimize each team member’s skills. Pivots large and small. Largely by being nimble.

Marketing 105

Marketing Telecommunications Pivotal Airlines 105

Sales and Marketing Management

DECEMBER 14, 2020

Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills?

Demand Generation Targets 120

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

Paul Cherry's Top Sales Techniques

JUNE 5, 2009

→ On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. Questions for Managers (21). United Airlines.

Airlines 40

Airlines Pharmaceuticals Film Distribution 40

Pipeliner

OCTOBER 1, 2019

Most companies, when they engage in sales enablement, focus on the sales manager and pound on them to coach salespeople. In our last article, I painted the picture of a holistic customer process with an airline. But salespeople haven’t been given any path to follow. What must come before people?

Sales Enablement 74

Sales Enablement Tourism Policies Airlines 74

Pipeliner

DECEMBER 27, 2020

For instance, airlines began focusing on cargo flights, and hotels offered day rates for work-from-home employees. You’ll likely find that focusing on an agile framework is so successful that you’ll stick with it long after the pandemic has passed. Review Your Business Concept.

Pivotal 98

Pivotal Strategy Face-to-face How To 98

Hubspot Sales

OCTOBER 13, 2017

Just look up the airline and flight number (for example, “Alexa, ask Flight Tracker for flight status for Delta 15” ) and you’ll learn whether it’s currently on time or running late. Whether you’re an outside rep or simply someone who loves to travel, you know the pain of arriving at the airport only to learn your flight’s been delayed.

Sports 111

Sports Journal Travel Conference 111

Sales Training Advice

MARCH 8, 2013

Quint writes about 4 key points needed to build a culture of excellence as exemplified by Southwest Airlines. Which culture does your company have, or do you even know? Having the right kind of culture is vitally important to your success. Accept criticism graciously. Communication has to be open and honest.

Airlines 46

Airlines Promotion Energy Up-Sell 46

Pipeliner

MARCH 16, 2018

For example, people will pay more for airline tickets that can be rescheduled without penalty. This is because customers rely on salespeople to expand their range of choices. Some products are sold simply on the basis of providing choice. Products offering limited choices are less attractive. For example, iPods at one time were a huge seller.

Insurance 68

Insurance Insurance Policies Airlines 68

Pipeliner

AUGUST 14, 2018

I told him that I was fascinated with the cockpit of an airliner, just because there were well over a hundred instruments there. We aim to assist sales managers and salespeople navigate the complexity of today’s sales world. And by doing so, we are greatly helping them to master it and succeed.

Airlines 60

Airlines Pipeline Trends CRM 60

Customer Centric Selling

SEPTEMBER 3, 2015

Airline pilots are required on a semi-annual basis to refresh their flight skills at their company’s training centers. Not only are salespeople reluctant, sales managers who could help salespeople overcome that reluctance, don’t make it part of their planned weekly coaching activities. I wonder why?

Airlines 40

Airlines Social Selling Training Channels 40

Sales Hacker Training

MAY 29, 2020

Airlines and travel agents across the world weren’t expecting a global pandemic, mass flight cancellations, and border closures — no one was. Avoid this by immediately addressing the problem and making your plan to resolve it clear. Be Prepared. And yet, it happened. Most handled it poorly.

Customer 89

Customer Social Media Twitter Churn 89

Pipeliner

NOVEMBER 3, 2020

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. All of this means proper account management. The reasons for such differentiation are obvious. An example is someone who walks into an airport, ready to fly out. Vital Views and Analyses.

Account 52

Account CRM Policies Airlines 52

Jonathan Farrington

OCTOBER 17, 2011

Recognizing all the moments of truth in your company will allow you to address weaker areas easily – for example, Jan Carlzon of SAS identified almost 1000 moments for customers using his airline. He then set his senior managers the task of improving each of these by just 1%, resulting in a substantial increase in service!

Customer 37

Customer Airlines How To Follow-up 37

Pipeliner

APRIL 17, 2018

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. The reasons for such differentiation are obvious. An example is someone who walks into an airport, ready to fly out.

Account 45

Account CRM Policies Airlines 45

Jonathan Farrington

JULY 12, 2013

Recognizing all the moments of truth in your company will allow you to address weaker areas easily – for example, Jan Carlzon of SAS identified almost 1000 moments for customers using his airline. He then set his senior managers the task of improving each of these by just 1%, resulting in a substantial increase in service!

Customer Service 36

Customer Service Oracle Customer Airlines 36