Abbie White left her corporate sales role in big tech to share her secrets for smarter selling. Since launching Sales Redefined in 2017, she’s travelled the Asia-Pacific region to build up a seven-figure business.
Abbie White knows her profession often has a bad rap. “I once told someone I work in sales and she said, ‘Oh, so you rip people off for a living,’” says White. White rose through the ranks at IBM in the UK before moving to Australia in 2013 to become the Tech giant’s national sales manager, turning around the performance of the portfolio she led.
A passionate salesperson, White believes this negative reputation stems from outdated attitudes to selling. “When I launched Sales Redefined in 2017, I wanted to disrupt ineffective selling approaches and raise the bar. Sales is about being customer-centric – if you have a great product or service that can help a client get the best outcome then you’re doing them a disservice if you don’t offer them the opportunity to work with you.”
Today, White has a team of eight delivering integrated campaigns to clients. She jokes that she’s the marriage counsellor between sales and marketing. “We are about high-performance sales and aligning revenue-generating teams for growth.”
The result? Clients have seen up to 2000 per cent increases in return on their investment.
“This in-person speaking tour was a game changer for our business”
“Earlier this year, I was a keynote speaker at the Better Business Summit in five Australian cities, including my home town of Sydney. It gave us huge brand-building exposure – being in front of more than 2000 people has a massive impact for us as a small business and you would never get the same connection via a webinar. It was great to make so many new contacts but it was also important for me to get home for my little boy as quickly as possible after each event. We book all our team’s flights through our Qantas Business Rewards account; we can easily make changes or book last minute to see a new client, while earning Qantas Points for ourselves and the business at the same time. So everyone’s happy and we build up points for future trips.”
Tip: Your travellers earn an exclusive bonus of 250 Qantas Points per booking†, when they fly for work, on top of the points and Status Credits they already earn.#
“I used my points to upgrade the overnight flight so I could reset”
“After working with the Australian arm of a global energy systems and tech provider, the team asked us to come to Singapore for a big APAC sales kick-off earlier this year. It was our first time on the ground for this event and the difference was huge. We devised a host of interactive activities and created an environment for our client’s teams to build connections together. When we’re there in the room we can create real energy, which is so vital for sales teams, and we can see how the participants respond and adapt the program on the go. I used my Qantas Points to upgrade to Business for the overnight flight home to Sydney. After being on my feet from 7am delivering the workshop, this was well-needed. I unwound and had dinner in the Qantas International Business Lounge at Changi Airport so I could go straight to sleep on the flight. When I landed at 6am I was ready to bring my A-game to a full day of meetings.”
Tip: Use your business’s Qantas Points to upgrade your next flight with Classic Upgrade Rewards^^ directly from your Qantas Business Rewards account.
“We have to be on the ground in new markets to show our commitment”
“This was our first business trip to New Zealand; a three-city speaking tour for one of our clients in the IT sector. We had also just signed some of our first clients in New Zealand and taken on a local team member. We’re seeing an enormous wave of opportunity but people want to see you and be sure that you’re genuinely committed to being in the country, which I totally understand. When we book using our American Express® Qantas Business Rewards Card, the points our business earns from that flight are tripled, plus we get two complimentary Qantas Club lounge passes each year, which are great to share with the team. If a client hasn’t arranged accommodation, I book through Qantas Hotels. We earn extra points for the business but also it’s much easier to keep track of what hotels we’ve booked – it’s all there in the Qantas app.”
Is your business missing out on Qantas flight discounts?
As a Qantas Business Rewards member, the more points your business earns from flying, the faster you’ll progress through the three levels, unlocking more rewards and savings.*
As your business earns Qantas Points from flying, you’ll move through the three levels of the program, unlocking more rewards and bigger savings at each level.* Level 3 members save up to 10% off the base fare of selected flights, including up to 5% off Red e-Deals.~
Unlock member savings on flights to over 1300 domestic and international destinations with Qantas, oneworld and partner airlines, including Emirates and American Airlines.~
Your member flight savings can be accessed online via your Qantas Business Rewards account, the Qantas app and qantas.com (when you’ve been saved as a stored traveller in the Qantas Business Rewards account) or through your travel agent.~
Important Information
± Qantas Points earned on air travel are determined in accordance with the Airline Earn Table. A Member's ABN and traveller's Qantas Frequent Flyer membership number must be quoted at the time of booking to earn Qantas Points for both the business and the traveller. An eligible flight means a domestic or international flight which has a Qantas 'QF' flight number on the ticket that is purchased in Australia; has a ticket number commencing with '081'; and is booked and travelled for business on or after the date the business registers for Qantas Business Rewards. Exclusions apply. The number of points awarded varies according to the business’ flying Level. Subject to the Qantas Business Rewards Airline Reward Scheme Terms and Conditions, Qantas Points are earned for each segment travelled on Eligible Flights by a Qantas Business Rewards Flyer. A segment is a portion of the journey between two consecutive points listed on an itinerary. The number of Qantas Points earned in Qantas Business Rewards is calculated by applying the percentage Earn Rate to the number of Qantas Points earned by a Bronze Qantas Frequent Flyer member in each respective booking class (including cabin bonus and Minimum Points Guarantee if applicable and excluding any bonus Qantas Points which may be offered from time to time) as specified in the Qantas Frequent Flyer Categories in the Qantas Frequent Flyer Program, for the applicable travel date. A business must be a Qantas Business Rewards Member and registered for GST or be an Australian Public or Private entity or other incorporated company, and not be a travel agent or on a Corporate Deal with Qantas to earn Qantas Points for the business from flying.
~ Savings are available exclusively to Qantas Business Rewards Members on the base fare of selected fares only and do not apply to taxes, fees and carrier charges. Availability is limited. Member Deals are subject to the Qantas Business Rewards Terms and Conditions.
^ Discounted Qantas Club membership is available to Qantas Frequent Flyer members who are Qantas Business Rewards Flyers of the Qantas Business Rewards Member. The discount applies to Qantas Club Individual membership rates and is managed under the Qantas Club Qantas Business Rewards scheme. Qantas Club membership is subject to the Qantas Club Terms and Conditions. Please be advised that lounges are subject to capacity limits at the time of your visit. If you're flying domestically on Qantas, QantasLink or Jetstar within Australia, and on Jetstar within New Zealand you may bring one guest to join you in a Qantas Club lounge. When visiting an international Qantas Club lounge, you are able to invite one guest each time you visit. Both you and your guest need to be travelling together further that day on the same flight. Lounge access eligibility conditions apply.
§ Only one nomination for the Qantas Business Rewards Gold Accelerator offer can be made per year by an eligible Qantas Business Rewards Level 3 Member. The Qantas Business Rewards account holder or full access user must complete a nomination form through the Qantas Business Rewards portal. The nominee must hold Bronze or Silver Qantas Frequent Flyer membership, and be a stored traveller within the Qantas Business Rewards account. Once approved, the nominee’s Qantas Frequent Flyer status will be upgraded to Gold, when they earn at least 200 Status Credits on new bookings for departures between the date the offer is accepted and within 90 days. Status Credit earn must be on eligible flights booked and ticketed on a Qantas flight number (QF) where status credits are usually earned. Bonus Status Credit earn and Status Credits earned not via way of an eligible flight will not contribute towards required accelerator total to redeem this offer. Status Credits will be awarded within 6 weeks from departure. Members who have already been activated on previous Qantas Status Fast Track offers in the last 6 months, are not eligible for the Qantas Business Rewards Gold Accelerator offer. Gold Accelerator is only available to members with an Australian or New Zealand residential address on their Qantas Frequent Flyer account. Qantas may revoke or vary this offer in its own discretion.
† Triple Qantas Points on flights for your business: A business must be a Qantas Business Rewards Member to earn triple Qantas Points for business. The triple Qantas Points for business are only available for American Express Qantas Card Members when the Card is used to make an eligible Qantas flight booking. Qantas will allocate to the business an amount equal to the Qantas Points earned by the traveller when travelling for business against a rate of either: 20% (Level 1); or 30% (Level 2); or 40% (Level 3) multiplied by three. For details, see qantas.com/businesspassport.
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We pay respect to Elders past, present and emerging.