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?

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Airlines Sales Leadership Channels Customer Service 189

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.

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Inbound Hiring Airlines Marketing 212

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? Take any trend?—?social,

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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'

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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'

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Webinar Metrics Real Estate Airlines SME 246

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!

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Airlines Prospecting Decision Maker Vendor 134

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. Sales is a Mentor-based Profession. They aren’t Technically Savvy.

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Hiring Airlines Penetration Twitter 165

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.

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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. Sales Culture

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Airlines Examples Hotels Travel 40

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. Listen & Subscribe to Let's Talk Sales. CFSPlayBook.

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Airlines eBook Lead Rank Webinar Metrics 98

Adaptive Business Services

JULY 22, 2020

It’s counter-intuitive and goes against the conventional wisdom of hard-charging, charismatic sales leaders. And an increasing number of sales managers are finding the same, turning their sales teams into high performing sales groups through servant leadership. And why would you want to be one?

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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!

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Face-to-face eBook Airlines Hotels 141

HeavyHitter Sales

APRIL 12, 2008

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.

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Airlines Cancellation Customer Travel 60

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.

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Benefit Decision Maker Travel Airlines 122

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.

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Airlines Hotels Travel Facebook 94

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.

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Hiring Penetration Airlines Twitter 87

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? Take any trend?—?social,

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

Pipeliner

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. For example, a year ago your key accounts might have been airlines. Account Planning Basics.

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Account Airlines Churn Licensing 98

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.

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Marketing Telecommunications Pivotal Airlines 105

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

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Conference Outbound Social Media PointClear 124

Pipeliner

SEPTEMBER 21, 2019

Despite the supposed benefits AI brings especially to the world of sales, and the threats it entails to local job markets, various industries are still looking for specialist skills and talents. Sales Manager. Another factor here is that airline companies will have to replace retiring pilots with young new talents.

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Real Estate Airlines Salary Tourism 68

Pipeliner

OCTOBER 22, 2021

One product line could have a very different kind of sales process than another product line. With sales reps? 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. With accounts receivable? Take a phone call to a typical bank.

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Outsourcing Services Airlines Government Banking 98

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.”

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Lead Rank Lead Scoring Sales Qualified Lead Leads 112

Pipeliner

DECEMBER 27, 2020

Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. What is a Sales Strategy? What do business leaders mean when they talk about a “sales strategy?” To put it simply, a sales strategy is a concrete process that allows your company to sell products and services consistently.

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Pivotal Strategy Face-to-face How To 98

Pipeliner

OCTOBER 1, 2019

Carrying on with our Sales Enablement series, I’m going to make a statement that shows how much I disagree with common “wisdom” on the subject. I’m probably shouting into the desert, but I’m going to say it anyway: When first done, sales enablement has nothing to do with people. It’s a similar situation with sales. Automation.

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Sales Enablement Tourism Policies Airlines 74

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. Lead distribution is the process of matching up specific leads with certain sales reps at your company. For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead.

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Distribution Lead Rank Lead Scoring Sales Qualified Lead 78

Paul Cherry's Top Sales Techniques

JUNE 5, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

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Airlines Pharmaceuticals Film Distribution 40

Sales Training Advice

MARCH 8, 2013

Everyone enjoyed working together and every time a sale came in we rang a bell that hung proudly near our vice president’s office. Quint writes about 4 key points needed to build a culture of excellence as exemplified by Southwest Airlines. How does your sales team take and give criticism? Now that was fun! Challenge leaders.

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Airlines Promotion Energy Up-Sell 46

Hubspot Sales

OCTOBER 13, 2017

This Alexa Skill will answer all your questions about your business, orders and sales, best-selling products, average purchase value over a specific time period, store visitors, unfulfilled orders, and more. In addition, the highly useful timed bill pay option means you’ll never incur late charges or overdraw fees again.

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Sports Journal Travel Conference 111

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?

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Airlines Social Selling Training Channels 40

Pipeliner

AUGUST 14, 2018

Other types of processes, such as sales processes, are intended for human interaction and use. Along with the rest of the world, sales has become increasingly complex, too. Because of the digital age, we also have many more times the sales channels we once had.

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Airlines Pipeline Trends CRM 60

Pipeliner

MARCH 16, 2018

For example, people will pay more for airline tickets that can be rescheduled without penalty. A very effective traditional sales technique is called the “choice close.” This is because customers rely on salespeople to expand their range of choices. Some products are sold simply on the basis of providing choice.

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Insurance Insurance Policies Airlines 68

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. The post Manage Customer Satisfaction with a Crisis Management Plan appeared first on Sales Hacker. Be Prepared. And yet, it happened. Most handled it poorly.

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Customer Social Media Twitter Churn 89

Pipeliner

NOVEMBER 3, 2020

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which add up to happy customers. Account management is most precisely conducted through CRM. All of this means proper account management.

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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!

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Customer Airlines How To Follow-up 37

Pipeliner

APRIL 17, 2018

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. The reasons for such differentiation are obvious.

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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!

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Customer Service Oracle Customer Airlines 36