Experiential Search, Speed and Mobile Integration Highlight Key Themes from Amadeus Airline e-Commerce Conference

With his large responsibility as VP of Product Development for Sales and e-Commerce Platforms for Amadeus, Denis Lacroix doesn’t often know when he’ll get to go on holiday. What he does know, however, is that he wants to see Lady Gaga. And thanks to that, passengers around the world are now able to search for […]

Sales Culture Rule 3: Well-Roundedness is Good!

“If you think education is expensive, try ignorance.” Education is awfully expensive for skills that will never be used in the real world. Unfortunately, I’ve been told by more than one individual in the workplace that the value of a university education, or even a Master’s for that matter, is primarily to “teach one how […]

Sales Culture Rule 4: Shift the Deck Chairs Around.

“If you ain’t the lead dog, the scenery never changes.” Sales is a relationship business. That much I’m sure we can agree on. However, the less dependent an organization is on the individual relationships of its sales force, the healthier that sales team will be. In other words, the best sales organizations have the “Four […]

Sales Culture Rule 7: Practice What You Preach

“The injury we do and the one we suffer are not weighed in the same scales.” -Aesop, Fables Air travel is expensive. Corporate air travel is even more expensive. I have often wondered how companies assign a value of a particular employee traveling to attend a meeting, visit a customer, or whatever other business one may […]

The Ham & Eggs Challenge: 7 Tenets for Leading a Sales Force from Involved to Committed

“The difference between involvement and commitment is like ham and eggs. The chicken is involved; the pig is committed.” To my knowledge, tennis legend Martina Navratilova was never in airline sales. (She did fly a lot, though–Flushing Meadows to Melbourne Park and back to Roland Garros will log you some miles!). But when I saw […]

Customer Engagement Strategy for the Airline Industry