As Buyer Frustration With Sales Tactics Seems To Grow, Humanizing Is The Answer

It's a time for new ideas, new competitors and new blood in corporate travel. That means new people on both the buyer and supplier sides, but mainly the latter. It also means a learning curve.

Several travel buyers speaking with The Company Dime noted an uptick in rookie mistakes by salespeople. They portrayed some as egregious, but not all buyers blame the individual. Meanwhile, sales folks have complaints of their own — identifying the right decision-maker at a prospect being No. 1. 

The headaches and challenges wind up excusing behavior that . . .

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Jay Campbell

Author: Jay Campbell

Jay Campbell in 2004 created travel business newsletter The Beat, in 2006 co-founded Travel Procurement magazine and in 2010 integrated them with Business Travel News. He served as editorial director until 2013. Jay made his travel industry media debut in 1993 at the Air Travel Journal of Boston while earning his undergraduate degree in journalism at Boston University.
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