Strategic Sales Advisors

Leverage our travel industry experience.

Sales consultancy for key decision makers

Fabio Maran - Founding partner

Global Travel Expertise

We have cumulatively over 45 years of experience in the travel industry and offer to share this experience with individuals and organisations on a consultation basis. We specialise in assisting travel companies in broadening their horizon in a global dimension. Our team offers support and advice across the travel discipline, from corporate to leisure travel.

We provide businesses with access to specialists who perhaps lack the required investment to employment at this level. Our clients are assured anonymity.

Sales Effectiveness

Face to face sales activity is a significant investment for your business and you want to make sure that your team is making the most out of it. We define and highlight the best practices behind a successful sales meeting and we will share them with you and your team members in an interactive course designed to show your staff how to adapt their methods to achieve the best and most productive results.

We provide seminars to outline the benefits of adopting these best practices, starting with the preparation needed for the meeting and the key steps to be taken, in order to come across as a professional without losing your identity. We cover essential skills such as questioning, identifying needs and wants, positioning your proposition, handling the objections and negotiation. We offer a full day interactive session with practical examples and role playing.

Strategic Account Planning (S.A.P.)

S.A.P. is a simple and effective sales methodology that enables your sales team to plan their activities and monitor the performance of their strategic accounts. All the relevant information related to the strategic development of the account will be gathered in a document that can be shared among the team and with the management.

We have already introduced this methodology to several accounts and the benefits are evident:

Easy to learn.
Sharing a common language in the organisation will establish a strategic account development culture.
In assessing your portfolio you will be prioritising the best accounts following a rigorous selection criteria.
The quality of the relationship with the client becomes very clear.
The actions of your sales team will be planned and monitored with ease.

Our approach consists of 2 phases:

Assessment of the needs of the management and tailoring the format of the account plan to the needs of your organisation.
Coordinating workshops with your sales team, with individual support and feedback.

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Our Experts

Our team consists of highly qualified and motivated professionals, who are all experts in their field. With many years of experience in the industry, they have the expertise to provide comprehensive, first-rate services to our clients.

Fabio Maran

Over 25 years’ experience within sales, marketing, pricing and revenue management matured in airlines and hotel bed banks.

Until April 2016, he was the VP Sales Europe South at GTA KUONI and before that served different senior management positions at Virgin Atlantic Airways between 2002 and 2013.

He initiated and developed sales opportunities in regions that were never previously targeted by his organisation including the start-up of new distribution channels.

Fabio was involved in designing sales organization for Airlines selecting and managing several international GSAs. He led and motivated international sales teams.

With a solid process-driven and scientific background he can help you to identify the best strategic opportunities and to envisage and accomplish effective action plans.

In his spare time Fabio is an accomplished chess player.

Andy Grodecki

Over 30 years of experience leading global teams in the UK and internationally to success by focusing on local expertise to drive results & support strategic corporate objectives, developing teams through effective ‘Change Management’ and cross cultural collaboration.

As Head Of Sales UK & Ireland for Japan Airlines for 7 years until July 2023, he was the first Director to oversee both local (UK) & Japanese sales teams overseas.

He worked at Virgin Atlantic 2002-1013, including 4 years heading the North American team based in Connecticut. He oversaw successful new route launches from Vancouver & Chicago, & restructured the team along matrix management lines to maximize incremental business opportunities in both leisure & corporate arenas for both local & global account portfolios.

With 5 nationalities in his family, Andy enjoys travelling to see them in his spare time – but also closer to home walking on the local beach with his bearded collie Tim Tam and sailing.

Tim Chapman

Sales effectiveness

Tim Chapman is an international sales and marketing professional with over 25 years' experience in the IT, software and telecommunications sectors with an extensive knowledge of complex B2b selling, sales leadership and sales effectiveness. He is an experienced facilitator and trainer, having designed and delivered programmes in both the commercial and academic sectors. He actively pursues his passion for promoting professional sales as a career through his role as a Fellow of the Association of Professional Sales, Tim is working to enhance development and education in these fields. Tim is also co-author of; The Salespersons Secret Code, which explores the links between individual sales performance, beliefs, attitudes and behaviours.

Currently the Managing Partner at Sales EQ Limited, and a Lecturer in Behavioural Economics and International Sales Management at the University of York.

Tom Wilson

Revenue management

Tom Wilson has more than 20 years’ experience in the hospitality and travel industries in which he has worked extensively in pricing and revenue management.

At GTA he led the design, implementation and operation of the first automated dynamic pricing system in the accommodation wholesale segment and managed pricing strategy and revenue management for an on-line travel agency.

Tom recently designed and developed SaaS (Software as a Service) variable pricing and price shopping platform that are currently deployed by major accommodation wholesalers. In other roles he has been involved in hotel, timeshare, digital content and technology pricing.

In his spare time Tom is a keen cyclist.

Patrizia Somma

Psychologist

Patrizia Somma is a qualified psychologist graduated at the University of Naples. She is specialised in occupational and human resources psychology with a master degree in Clinical and Forensic Psychodiagnosis.

On top of her remarkable academic background, Patrizia in her career has matured a significant experience as a successful sales manager in the field working for international organisations. This adds a vital dimension to her coaching skills.