How to sell a big idea? Enterprise sales advice from Viasat, Datalex and Travelport A podcast with travel tech "rain makers"

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The "Rain Maker 2 - How to Sell a Big Idea" podcast is a master class in enterprise sales within the travel technology sector. Recorded live at the AWS Dublin office, the episode features lively discussions led by hosts Kevin O'Shaughnessy from Cityhook and Amanda Campbell from Sparkling Communications.

They are joined by a seasoned panel of commercial leaders - Ultan O'Brien from Viasat, Riona McHale from Travelport, and Brian Porter from Datalex. This episode dives into the complexities of selling large, challenging ideas - and technology - to sophisticated customers, emphasizing the critical role of trust and deep understanding of customer needs in the travel industry.

This podcast episode is part of a broader celebration of the 10th anniversary year of the Travel Massive Dublin Chapter. It was recorded at an event in November at AWS Ireland's HQ that brought together key figures from the community to mark a decade of growth and influence on the international travel tech scene.

Thanks to Leslie Graham for photography and AWS Dublin event team for their hospitality.

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3 Reviews 4.7/5


Founder, CityHook

Pop quiz time! Cartrawler, Datalex, Travelport, OpenJaw Technologies, Viasat, Planitas, Roomex, AirBnB, Hostelworld, TripAdvisor, Daon, Optifly, RyanAir, Aer Lingus, AWS, OpenAI, Stripe ... what do all of these companies have in common?

They support the world's vibrant travel industry globally and have a substantial presence in Ireland. It's one of the reasons why the Travel Massive Dublin Chapter has a distinct travel technology flavour.

This podcast was recorded live from our Dublin event last year where we had a second session about how to sell travel tech. This is "enterprise sales" where, whether you're a startup or an established player selling into the travel business for the first time, can be intimidating and tough to break into. Discussions like this is our chance to learn from the "rain makers" that have been at this for a long time. We like to share notes like this in Dublin at our events and we've captured this as a podcast to share.

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Thanks for listening, and enjoy!

PS: If you want more insights into the topic and more, why not explore our extensive back catalogue of podcasts? Highlights include "How to sell to an airline" with Sinead Finn, former Ryanair exec who headed up the Ancillary Revenue function, alongside sales practitioners from Travelport, Cartrawler, and Boxever (now part of Sitecore).

You'll find a summary over on our blog archive:

These podcasts are a rare and invaluable resource for anyone looking to deepen their knowledge or seeking inspiration from experienced industry veterans.

23 days ago (edited)
Business Planning Manager-New Business development, INFINI TRAVEL INFORMATION Inc.

Great stuff! As a travel tech person it's great to hear very articulate explanation from a front-line perspective of the "SALE". Thanks.

23 days ago
Head of Retailing Strategy, Travelport

Fun event, great to talk to David on the night.

18 days ago
Director, Sparkling Communications

Hand on heart, this is some world-class advice from some commercial leaders with exceptional expertise and experience in selling to large players in the travel industry. Very rare to find such a treasure trove of actionable insights.

18 days ago
Founder, Travel Massive

I don't even sell technology to airlines but I loved this podcast! So many fascinating insights and I agree with Amanda that this knowledge is hard to come across in the industry... this is worth it's weight in gold! Thanks for putting this together and sharing with the Travel Massive community.

17 days ago (edited)
👋 Welcome to the Travel Massive community!
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How to sell a big idea? Enterprise sales advice from Viasat, Datalex and Travelport

3 reviews

How to sell a big idea? Enterprise sales advice from Viasat, Datalex and Travelport was posted by Kevin O’Shaughnessy, Amanda Campbell in Podcast , Dublin , Ireland , Travel Tech , Aviation . Updated on Apr 26, 2024 (22 days ago). How to sell a big idea? Enterprise sales advice from Viasat, Datalex and Travelport is rated 4.7/5 ★ by 3 members.