Sales Advice By Market
Selling to Airline Businesses
The territory of airline businesses is fertile soil for for sales reps who are adept at B2B selling. To dominate in the airline business industry, you'll need to pay attention to the basics.
Many airline businesses depend on distributors and vendors. As such, many B2B companies build their strategic plans around sales to airline businesses.
Don't be intimidated by the speed of the marketplace. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.
Collaborative work processes are key features of companies that succeed in selling to airline businesses. Silo business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the spark that is needed to take your company to the next level.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with airline business owners, these companies blanket the market with high-priced marketing content in hopes of making rapid headway with buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can manage your company's interactions with customers and prospects. For those who do not have a good lead management system, it's time to get with the program. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B airline business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
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