sales calls

Face Value: 5 Reasons to Visit Travel Trade Buyers

Face Value: 5 Reasons to Visit Travel Trade Buyers

Everybody is busy. So busy, in fact, that we never seem to get around to setting up the meetings with our current customers that we committed to when putting together a sales plan. One of our travel supplier partners, continuing a six-year commitment to meeting face-to-face with trade buyers, is reaping the rewards with information that’s helping them improve the guest experience and drive new revenue to their company. Here are five reasons you need to visit travel trade buyers ASAP!

3 Smart Uses for Your Profile Sheet

3 Smart Uses for Your Profile Sheet

You're just finishing up your appointments at the trade show and realize you've got a whole bunch of profile sheets leftover. If you're like most travel industry suppliers and destination marketers, you're going to hold on to a few just in case you need them later on, toss them out because you've got plenty more in the office or conveniently misplace them because you hate the design, don't want to carry them and/or you need a good reason to start fresh.

After years of attending industry trade shows and being stuck with unused flyers, I came up with a few options to help you get a better bang for your marketing buck. Here are three ways you can get more interest from operators using the tool you already have - the profile sheet.

How To: Plan a Sales Mission

How To: Plan a Sales Mission

It happened again. I got a call from a group of suppliers asking me to set up some appointments for them to meet with travel planners in a certain area and I had to turn them down. 

Over the past decade, I've planned, managed, delivered and participated in more than 200 sales missions, introducing the industry's highest volume travel planners to the destinations, services, products and activities they've come to share with millions of passengers every year. More importantly, I've introduced those planners to the people who represent each of those components and the people who will help them improve their offerings and better care for the end consumer. 

Take a look at what I've learned...

Are You A Creepy Salesperson?

Are You A Creepy Salesperson?

They are out there and you might be one of them... Creepers. 

There is an unending stream of shocking and creepy prospecting techniques that I continue to see every day. If this article can help just a few of those sketchy cold callers improve their skills, I consider my contribution a win for the industry.

If you ask most people what they think when they hear the word "sales" the results will be, unsurprisingly, harsh. Terms like pushy, sleazy, yuck, difficult and annoying are at the top of the list. Am I surprised when I hear these reactions? No. Are any of those words how I'd describe my own technique? Hell no. Yet, there are still too many salespeople who think the best way to move product is to be manipulative and sketchy. Even when we see how much sales & marketing are changing, many of these bad habits are based on old techniques and it's time for a change. 

The Killer B's - 3 Tips to get better email response

The Killer B's - 3 Tips to get better email response

Did you ever notice that the busiest of your contacts seems to send the shortest emails? There's a reason for this. Busy people appreciate brevity. Great sales people recognize that a reader's attention will veer off after the second sentence in an email. Our team has taken the Killer B approach.