Five areas of focus when developing a travel risk management program No matter the size of your company or the industry you work in, as an employer you have a legal and moral obligation (a duty of care) for the health, safety and security of every one of your employees. As workforces are increasingly more … Read More
What Asia Pacific travellers want – some interesting statistics for travel retailers
I attended Amadeus’ Discover Amadeus event at their Haymarket offices yesterday. An interesting morning with sessions and product demonstrations geared towards retail travel agencies, with a focus on: personalisation, the new era of retailing, and the connected traveller. In the opening session, Amadeus shared some Aussie statistics from their recent study into “what Asia Pacific … Read More
Got a great feature to sell? So what, who cares?
When you’re promoting a product or service it’s all too easy to get caught up focusing on features rather than benefits. “Feature” is defined by dictionary.com as “a prominent or conspicuous part or characteristic”, this definition points to the main reason we find ourselves focused on it – it’s front of mind and easy to … Read More
Three questions to ask yourself before responding to a request for proposal
You should respond to every request for tender or proposal that comes your way, right? Or should you? Before committing time, resources, money and reputation it’s important to qualify the opportunity. 1. How well do you know the buyer? Do you know the company, what they do, what drives them and who the key stakeholders … Read More
How I’ve traded my laptop for pen and paper and feel more organised
I’ve always been organised, taking pride in meeting deadlines, getting important tasks done, having a tidy and organised home and remembering birthdays and special events. I loved my big Day Runner planner in the 90s, taking it to every meeting, and at the beginning of each new year writing in all my family and friends’ … Read More
Successful account management – part 4 trust, genuine interest and tying it all together.
The final instalment in a series of short, practical articles on successful account management. In this final post in the series on successful account management I want to touch on trust, being genuine and knowing your clients. Great account managers know their clients and have a relationship built on trust. The account manager listens and learns … Read More
Successful account management – part 3 asking the right questions.
The third in a series of four short, practical articles on successful account management. As discussed in last week’s post, effective account management is, at its core, quite simple; selling value by identifying the client’s needs and providing the right solutions, and to do this you need to ask the right questions and listen carefully … Read More
Successful account management: part 2 – effective account management starts with listening.
The second in a series of four short, practical articles on successful account management. In part 1 of this series I wrote about why good account management matters, why it makes good business sense to concentrate on providing value to your existing client base, and the important role effective account management plays in cultivating advocate … Read More
Successful account management: part 1 – why good account management matters.
I was delighted to be asked by Liquid Learning to speak and provide an expert commentary at the second Annual Women in Sales Leadership Summit this April. The theme of this year’s summit was visions of success and there was a fantastic line up of successful sales women and men, who shared case studies on … Read More
Are you actively encouraging social capital to build better teams?
When you are auditing performance are you reviewing the social capital in your business or team? Social capital is the network of social connections that exist between people, marked by reciprocity, co-operation and trust and these connections and behaviours are what encourage people to work together to mutual benefit. As a leader of a team … Read More