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96. How to sell a big idea in Travel Tech - panel at Dublin TravelMassive RAIN MAKER 2023 Session
Episode 96
Wednesday, 24 April, 2024

Rainmaker 2023 Session – How to sell a Big Idea in travel technology. Hosted by Kevin O'Shaughnessy (Cityhook) and Amanda Campbell (Sparkling Communications) and recorded live at our Dublin Travel Massive event at AWS Dublin. We hear some of the best advice for selling a big idea and closing deals from our seasoned travel technology and airline sales "rain makers", Ultan O'Brien, ViaSat Riona McHale, Travelport, and Brian Porter, Datalex Think of this as an enterprise sales 'master class'. This is edited from our live event at AWS Dublin on 22 November 2023. Our panel explores what it means to sell a big idea that puts customers outside of their comfort zone and the need for trusted relationships with customers that endure. 04:07 - 05:00: Courageous customers and the importance of trust 05:00 - 08:31: Creating clear, compelling value propositions“In terms of financial, it's massive, but actually, you can fit a lot of their key players in a room, and you can find them twice or three times a year in that same room.” 08:31 - 11:10: Aligning with the customer need“Doing a deal with the wrong customers is terrible. It's the worst situation to be in. So not doing a deal is sometimes better ...” 11:10 - 14:19: Knowing your customer 14:19 - 17:00: Adapting to changes in technology and customer expectations. 17:00 - 20:53: Final thoughts on the future of sales in travel technology “Our best salesperson is a satisfied customer.” Q&A Session with Audience 20:53 – End If you found this podcast insightful, delve deeper into similar discussions by exploring our back catalog on your preferred podcast platform, and join us as we continue to navigate the exciting world of travel tech together. Remember to subscribe for the latest updates and insights! A special thanks to David McAvinue from AWS Dublin for hospitality and support for this event. A link to this event Our previous "Rain Maker" episodes recorded in 2018 with Sinead Finn at Tripadvisor Dublin