Tag Archives: sales

Why TMCs Need a Dramatically Different Sales Approach

Ever notice how Travel Management Companies (TMCs) have a hard time selling their value? It’s not a complicated value proposition.  “We’ll help you book travel at low prices and help your travelers on the road, so you’ll save money and … Continue reading

Posted in Travel Management, Travel Procurement, Traveler Friction | Tagged , , , | 7 Comments

Suppliers Must Prove Value

Here’s my take on what suppliers need to do differently when competing for your business.  (This first appeared as an Op-Ed piece in Business Travel News on Nov. 16th) In these tough times, buyers are extracting favorable pricing across the … Continue reading

Posted in Travel Procurement, Travel Suppliers | Tagged , , , | 3 Comments