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A passionate salesperson, White believes this negative reputation stems from outdated attitudes to selling.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’ 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
* A business must be a Qantas Business Rewards Member to earn Qantas Points for the business. A one-off joining fee of $89.50 applies, is inclusive of any applicable GST and may be varied by Qantas from time to time, without notice, in its absolute discretion. Membership and Qantas Points for business are offered under the Qantas Business Rewards Terms and Conditions and earning thresholds apply.
± 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.
# You must be a Qantas Frequent Flyer member to earn Qantas Points. A joining fee may apply. Membership and Qantas Points are subject to the Qantas Frequent Flyer program Terms and Conditions. Qantas Points and Status Credits (where applicable) are earned on eligible flights with a Qantas or applicable oneworld® Alliance Airline or Airline Partner flight number on your ticket. Qantas Points and Status Credits may not be earned on some fare types and booking classes. See terms and conditions and the Airline Earning Tables for details on the conditions for the applicable airline.
~ 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.
^^ Classic Upgrade Rewards are available on Classic Flight Rewards in Economy and Premium Economy and eligible paid and confirmed Qantas domestic and international flights, with a QF flight number on your ticket and from time to time on codeshare flights operated by another carrier that have a Qantas (QF) flight number on your ticket. Classic Upgrade Rewards are subject to capacity controls and availability is limited, and some flights may not have any Classic Upgrade Rewards confirmed. Classic Upgrade Rewards are not available from all fare types. See tables for details.
Qantas would like to acknowledge the Traditional Custodians of the local lands and waterways on which we live, work and fly. We pay our respects to Elders past and present.