How Smart Speakers Are Poised to Reinvent the Travel Industry

Harvard Business

Travelers with an Alexa device at home can book a car rental or hotel through Expedia and Kayak. On many fronts, artificial intelligence-powered smart speakers and apps seem poised to become the world’s virtual travel agents. If consumers start turning regularly to smart speakers for their travel needs, they could end up interacting less and less with traditional airline, hotel, and even online travel agency brands. A voice-enabled travel era.

7 Consulting Proposal Tips to Close That Sale

Tom Spencer

Writing a consulting proposal that closes a sale can be challenging, and as a result it may be difficult to figure out why your proposals are getting rejected. Have a Sales Conversation First. She’s also a bookworm, world traveler, cat lady and Mexican street food enthusiast.

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B2B Salespeople Need to Act More Like Travel Agents

Harvard Business

Consider what’s happened with travel: With the explosion of internet travel sites in the 2000s, consumers took charge of their own travel, and travel agencies hemorrhaged business. According to the travel and leisure marketing firm MMGY, the use of travel agents increased by 50% from 2014 to 2015. Because consumers, overwhelmed by information and inundated with choices, are again turning to travel agents to take the work out of travel planning.

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Advanced analytics can drive the next wave of growth for travel and logistics companies

McKinsey

Even without perfect data, T&L companies can generate sales growth through analytics-based insights. Marketing & Sales InsightsHere’s how it’s done.

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Sales Reps, Stop Asking Leading Questions

Harvard Business

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. ” So the sales force sits down and makes a list of questions designed to extract information from their prospective clients, in a kind of interrogation. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

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More Universities Need to Teach Sales

Harvard Business

For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. So a school could legitimately prepare a student for a business career while omitting training in sales.

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How One Startup Developed a Sales Model That Works in Emerging Markets

Harvard Business

These challenges forced BioLite to reevaluate our approach and customize our sales methods to a market that demands an entirely different way of doing business. It was a good idea in theory, but ultimately it was too passive as a sales approach: Simply placing our HomeStove on a shelf did not lead to uptake. The question for us then became, how could we build a sales experience where fire was inherently part of it? Emerging markets Sales Social enterprise Digital Article

Get TUMI luggage and briefcases for half price tomorrow! (EU only)

Killer Consultant

This is a time sensitive matter, and unfortunately it only applies to those in the EU: Vente Privee , the online privat sales giant, has a sales event for TUMI bags and briefcases starting tomorrow, Friday 15th 2012, 7am CEST (UTC+2). travel & technology

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Revenue Roadblock

Joellyn Sargent

Another great webinar, this time with Kyle Porter, CEO of Sales Loft and sales trainer John Barrows. Next time you bump into a wall along your own travels, let it be a reminder: be on the lookout for similar roadblocks in your own company’s customer journey.

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The Crazy Lives of Consultants: Use Whoever's On The Bench

The Crazy Lives of Consultants

Lots of people are aware of the old "bait and switch" perpetrated by the Big Firms: Show up with Mr. Incredible during sales, then staff the project with Jane and Joe College once the contract comes in. skip to main | skip to sidebar. Monday, April 22, 2013. Use Whoevers On The Bench.

Get TUMI luggage and briefcases for half price tomorrow! (EU only)

Killer Consultant

This is a time sensitive matter, and unfortunately it only applies to those in the EU: Vente Privee , the online privat sales giant, has a sales event for TUMI bags and briefcases starting tomorrow, Friday 15th 2012, 7am CEST (UTC+2). travel & technology

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Management Consulting versus Investment Banking

Management Consulted

I seriously considered sales & trading (in fact, I spent a summer at Credit Suisse First Boston in NY), and was tempted to continue in that line of work post-graduation. Travel. Consultants – depending on firm – travel anywhere from 25-75% of their time.

Required Consulting Skills

Tom Spencer

As a starting point, every consultant will need to be intelligent and energetic to cope with client expectations, a relentless travel schedule and demanding deadlines. However, once she approaches partner level a consultant will also need strong sales and marketing skills if she wants to be able to sell high priced consulting services and enjoy continued success at partner level. (Source: Flickr ).

Negotiation Tips for Independent Consultants

Successful Independent Consulting

She asked the sales rep, “Would you give it to me for $150?” She’s a world traveler who can often be found cycling in Colorado or asking the question, "What if you.?" Negotiating is typically hard for everyone, but it’s especially tough for consultants.

The Crazy Lives of Consultants: The Client is Always Wrong

The Crazy Lives of Consultants

But were all painfully aware of our own limitations; otherwise wed be in sales! skip to main | skip to sidebar. Monday, March 11, 2013. The Client is Always Wrong. The hardest-learned lesson for any young consultant is how to be wrong. After all, youre the expert, right? Its important for a good consultant to acknowledge and admit his limitations. It can even become a sport! Once youre gray enough, you can plead ignorance to almost anything and still get the gig!

Executives and Salespeople Are Misaligned — and the Effects Are Costly

Harvard Business

companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial performance that their strategies and sales forecasts have promised. For example, leaders sees deficiencies in most categories related to core sales tasks and sales personnel.

Recruiting versus reality

Tom Spencer

But, like any sales pitch, there’s a degree of exaggeration behind the polished smiles. You’ll get to travel”. International travel often relies on how busy your office or region is, on your performance, and your career stage.

15 Best Business Podcasts for Independent Consultants

Tsavo Neal

Podcasts make amazing listening material for commutes, travel, and listening for when you don’t feel like taking out a book. The show also features experts providing advice on topics such as insurance, contracts, travel, use of LinkedIn, and daily routines.

The Crazy Lives of Consultants: What In The World Is A Deliverable?

The Crazy Lives of Consultants

Sales went up, and management got on board. skip to main | skip to sidebar. Tuesday, May 28, 2013. What In The World Is A Deliverable? If there is one constant in consulting it is the production of deliverables. But what the heck is a "deliverable" anyway?

Build Your Brand as a Relationship

Harvard Business

The relationship is perhaps one reason Virgin customers are so upset by the sale of the airline. ” The sale is like someone busting up the party and telling everyone to go home. Branding Sales & Marketing Digital ArticleThe way we think about brands need to change.

Diversify and Create Multiple Income Streams as a Consultant with Dorie Clark: Podcast #11

Consulting Success

At this time, your business may be over weighted with sales activity, but this effort is essential to later success. The early work that you put into sales will buy you more time later to focus on marketing. High-Pressure Sales Never Pays Off.

For Independent Consultants, Business Development = Relationship Development

Successful Independent Consulting

First, consultants are good at helping clients solve problems but usually aren’t trained in sales or marketing. It seems like a lifetime ago we worked together on the travel card rollout at NetApp.

What Now? How to Recover When You Can’t Deliver

Joellyn Sargent

At 78, air travel is becoming more challenging for them, so we agreed to meet in Atlanta and travel together through Boston for a family reunion in Maine. This happened both ways and only one travel delay was weather related.

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5 Ways to Increase Your Cross-Selling

Harvard Business

Using existing customer data, MGM launched a multivariate campaign, testing different offer packages (a room discount versus a coupon to play slot machines), travel windows, brand messages, email frequency, and more. Sales & Marketing Digital ArticleThe financial services firm USAA prizes its relationships with customers and consistently earns the highest customer loyalty scores in the industry for both its U.S. banking and insurance businesses.

How to Find the Grit Passion for Winning at Business and Life: Interview with Dave Saliaris

Consulting Matters

I worked in a company for a long period of time, over 30 years, in various roles so it was like I had moved through various different jobs; traveled all over the world at a very high level position of a global vice president role; 250 people globally working for me, those kind of things.

The Crazy Lives of Consultants: Quick! They Have Money! Propose.

The Crazy Lives of Consultants

and sales effectiveness (seriously!) skip to main | skip to sidebar. Monday, March 18, 2013. Quick! They Have Money! Propose Something! Everyone knows consultants are driven by money, but most dont realize just how "coin operated" their firms can be.

How to Generate More Revenue Without Working More Hours with Tony Signorelli: Podcast #23

Consulting Success

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world.

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Why Consulting: The 2019 Ultimate Guide

QEmploy

A great possibility to travel. It is not unusual that consultants will travel to other countries to work on projects. Marketing and Sales strategy. Why consulting?

When your marketplace shifts

Seth Godin Blog

Here's what happens (imagine travel agents, for example, or the farmers' markets in France): A. When was the last time you called a travel agent? These are the folks with great heirloom tomatoes for sale, or the ones who specialize in high-end cruises or adventure travel.

How to Find the Grit Passion for Winning at Business and Life: Interview with Dave Saliaris

Consulting Matters

I worked in a company for a long period of time, over 30 years, in various roles so it was like I had moved through various different jobs; traveled all over the world at a very high level position of a global vice president role; 250 people globally working for me, those kind of things.

Accenture Careers

CaseInterview.com

The Products Operating Group concentrates on Air Freight & Travel Service, Automotive, Consumer Goods & Services, Industrial Equipment, Infrastructure & Transportation Services, Life Sciences, and Retail. Sales.

Don’t Drive (Your Business) Over the Curb

Martinka Consulting

Owners travel a road every day and their road has curbs. You can’t look at the write-up of any business for sale without seeing the word potential. Flat sales (and therefore decreasing profits) narrow the road. The wider the road the better. Last month I wrote about customer concentration, a dangerous curb that significantly narrows the road (decreases value). Another important one is growth, or the lack thereof. What are some of the common reasons for a lack of growth?

The Crazy Lives of Consultants: Who Gets the Shaft When Slick Dick.

The Crazy Lives of Consultants

Our sales rep was drooling. skip to main | skip to sidebar. Monday, March 25, 2013. Who Gets the Shaft When Slick Dick Comes To Town? I remember one client we had worked with for ages. A real mom-and-pop shop, these guys never had much money and always had lots of needs. But they would usually scrape together enough coin to bring us in every few months to tweak a system or patch up an RFP.

The Crazy Lives of Consultants: Sorry Bill.I'd rather kiss my new boss.

The Crazy Lives of Consultants

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Uber Thrives: Why?

MishTalk

In spite of the fact that Uber is the most banned company in the world, it thrives for one simple reason: People like it, especially business travelers and millennials, even if politicians don't. For the first time ever, Uber Tops Taxi Use for Business Travelers.

ZS Associates Firm Profile

Management Consulted

Today’s emphasis is on ZS Associates (pronounced Zee S in the USA) – a premier boutique firm focused on sales force and marketing optimization. Upon realizing that their findings were highly applicable to the problems of sales force sizing and resource allocation, they decided to investigate further. They were stunned by the duo’s model’s accuracy and its ability to solve sales force sizing, sales resource allocation, and territory alignment issues!

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Doubling a $400,000 Revenue Model With Business Trainer Blair Enns: Podcast #22

Consulting Success

Self-described “recovering consultant” Blair Enns is the CEO of Win Without Pitching, a sales training organization for creative professionals in the design, advertising, and public relations fields. It’s a sales training organization to creative professionals.

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