How to Fail in Marketing
Paula Williams2025-01-31T04:41:29+00:00Somebody needs to tell him that this just isn't going to work. I was shredding old papers from [...]
About Paula Williams
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January 2012
Does Your Marketing Have a Multiple Personality Disorder?
Paula Williams2020-05-12T05:45:18+00:00Janus is the Roman god of choices, doorways, beginnings, and endings. And it's a good way of illustrating the [...]
Sales Presentations – The Live Coaching Session
Paula Williams2025-01-31T04:42:11+00:00We had our first live coaching session today, and in spite of a thousand things that could have gone wrong, [...]
Marketing Emergencies – Ever had a site hacked?
Paula Williams2025-01-31T04:42:12+00:00If you've ever had a look at your website and seen a "cute" (or not so cute) message that you didn't put there, you understand the sinking feeling of having your carefully crafted marketing image suddenly turned into something that you don't want anybody to see.
In most businesses, sadly, sales is an act, not a process.
Paula Williams2025-01-31T04:40:48+00:00In most businesses, sadly, sales is an act, not a process. -Dan Kennedy In aviation in particular, we've found that companies fail in sales for one of two reasons They consider sales as an afterthought, thinking that the "product will sell itself," or They consider each sale as an improvisational act, impulsively cold-calling leads, offering ad-hoc discounts, or otherwise "trying things" in an attempt to make a sale.
My New Year’s Resolution – To Avoid New Year’s Resolutions!
Paula Williams2025-01-31T04:42:12+00:00New Year's Resolutions are popular, but also popularly discarded before January is over. It's usually not for lack of willpower - it's because there are a number of problems with them -
December 2011
How were your sales numbers this year?
Paula Williams2025-01-31T04:40:20+00:00As you're closing out the books on 2011, here's a question: How were your sales numbers for this year? If [...]
Sales and Marketing Secrets I Learned from Sherlock Holmes
Paula Williams2018-09-05T07:42:14+00:00I love the Sherlock Holmes movies, and I've liked the books since I was a little kid. There was a [...]
“Marketing Done Right?” What’s Wrong with This Picture?
Paula Williams2018-09-05T07:42:14+00:00A broadcast email is advertising, NOT marketing. Advertising and marketing are NOT synonyms. Advertising is actually a single facet of a marketing program. The difference is not trivial. In fact, I suspect it leads many companies to misuse their budgets, fail to make sales, fail to bring in adequate income, fail to pay their bills, and have to downsize or even close their doors.
Sales Shortcuts that Aren’t Shortcuts
Paula Williams2025-01-31T04:41:28+00:00"I don't have time to complete your questionnaire. Can you just give me a ballpark price on the work I want done right now?" In the past, on occasion, I've been tempted to answer this question to the best of my ability, given the information I had on hand at the time. Each time I succumbed to that temptation, I regretted it.
Sales Tips for Muggles
Paula Williams2025-01-31T04:40:20+00:00I've always thought that sales was some kind of dark art. Some people "have it" and some people don't, just like in the Harry Potter books, some people have uncanny magical abilities and other people don't. Ordinary people, who don't have the talents that wizards and witches do, are called "muggles."
Marketing Analysis – In God We Trust, All Others Must Bring Data.
Paula Williams2024-09-12T18:04:12+00:00"How nice it must be to have such a creative job," people say when I tell them I'm a marketing consultant. I always have to smile to myself. For every creative task, there are about five tasks that involve crunching, analyzing, generating, percolating or figuring out how to capture data. Data makes the difference between a powerful, reliable marketing system and "random acts of marketing."
November 2011
The Digital Citizen – Why You Should Hire One (Or Be One!)
Paula Williams2025-01-31T04:42:02+00:00Now, it's equally important to hire based on modern communication skills (which includes videoteleconferencing, tweeting, and a dozen other things we didn't care about five years ago) and the size of their following and influence on the Web.
Image Post Format
Paula Williams2017-11-01T11:35:06+00:00Content management tools have never been more powerful and functional.
Should I be making sales calls?
Paula Williams2024-09-06T04:23:46+00:00When it's your own business, you don't have the luxury of dislike. ABCI has no sales staff, and any time we spend "selling" is time spent away from serving our current clients. We do make sales calls when necessary. We just keep them to a minimum. Here's how:
Many Aviation Companies Get 50% of Their Business by Referral. Do You?
Paula Williams2025-01-31T04:42:01+00:00There are companies in aviation and related industries for companies to get more than half of their business from referrals. If your company has been in business for more than a year or two, you should be one of them.
Happy Veterans Day – And Thank You For Your Service!
Paula Williams2018-09-05T07:42:16+00:00Many companies have a"cause" that they support - ours is the Special Operations Warrior Fund. Special Operations people have devoted [...]
World’s Most Under-rated Marketing Technique – Listening!
Paula Williams2021-05-30T07:29:27+00:00The vast majority of the companies we consult with spend entirely too much time, energy and money "putting their message out there" without giving nearly enough attention to the actual living, breathing human beings that they are "putting it out" to. This results in a tone-deaf delivery at best.
Five Myths That Have Exploded in the Last Five Years
Paula Williams2018-09-05T07:42:17+00:00The world has changed in the last three years. Are you still marketing your products and services the same way? How’s that working for you? Whether we acknowledge it or not, the world has changed more in the last two or three years. Whether or not we like all the changes, the facts and numbers don’t lie.
October 2011
What Is It Like to Work With ABCI?
Paula Williams2018-09-05T07:42:17+00:00What are the costs and benefits of working with ABCI? How much work does it take, really? And what measurable results can real customers actually expect? Dave Santo of AeroStar Training Services LLC talks with us about his reservations prior to engaging with ABCI and his experience working with us.