272014Jul

Marketing Strategies – Approaching Your Top Ten Most Desired Customers

This one of the most powerful marketing strategies that we share with all of our clients early in the process of working together. One of our clients (who is a pilot) remarked that “customers don’t come with approach plates.” No, they don’t.   You have to make up your own. Unique Customers Require Unique Approaches. One…

Read More
152014Jun

How to Network at Aviation Events

Why is it important to know how to network? Aviation is a trust-based industry, and many deals (especially most of the large-ticket transactions) are still made in person, or as a result of at least one in-person meeting. Events, like trade shows and conventions are a great opportunity to have a number of decision-makers in…

Read More
172014Mar

How “Sales Choreography” Prevents Prospect Chasing

Sales is more often described as “chasing” than dancing. We think that’s a problem. We were discussing this concept in a Sandler Sales training meeting, and it led to an animated conversation among a group of professional salespeople. Chasing customers is exhausting for you, irritating for them, and rarely does anybody get “caught.” Sales, like…

Read More
92014Mar

Eight Org Structures for Sales & Marketing Teams

There are  as many different organizational structures for sales and marketing teams as there are companies – One thing we’ve learned  consulting with aviation companies is that many different org structures can work either very well or very badly. It’s more important to get the “right people on the bus” than to get these people…

Read More
232014Feb

Commissions and Bonuses – Pragmatic Generosity?

Although our mission is aviation marketing, this week we’re going to start with a story about waiting tables in a restaurant. Bear with me, there is a point to this story. When I was in high school, I waited tables at a restaurant. I noticed that one of the older, wiser waitresses discreetly tipped the…

Read More