When I went from the world of finance and education to the world of aviation, I had NO IDEA how hard it would be to make sales.
I remember picking up the phone and calling the Marketing Director of a large […]
Ever been disappointed by poor performance in a sales call, only to find out it was a good thing you’d lost the sale?
I had been working for weeks to close a rather large, important sale that would have been what […]
Some of you know that we have a kid serving in the Peace Corps in Morocco. You might also know that we went to visit him last week – took him to Spain for a little bit of a vacation […]
We attended a promotion party for a dear friend this weekend. Our friend, a recently commissioned Colonel, drew our attention to the words of the oath taken by officers. They do NOT promise to obey or defend their superior officers, […]
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. […]
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 […]
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.
Accountability is […]
We are often asked – “What’s the best structure for a sales and marketing team?”
The short (and vague) answer is below. A longer (and more helpful) answer follows.
The best sales and marketing team is one that is as small and […]
This presentation was originally delivered at the NBAA Business Aviation Conference & Expo, October 23, 2013 in the Las Vegas Convention Center.
Facilitators were John and Paula Williams of ABCI.
Nothing happens until somebody sells something. Airplanes sit idle and dispatchers, instructors, […]
Why is qualifying prospects important?
Have you ever had a sales process swimming along perfectly, had several meetings with a very interested and positive prospective customer who loves everything about your product or service? It does happen! This person is happy […]
Of course, if you’ve been reading popular sales management magazines, you know that the correct answer to the question – “Who does the selling in your company” is “Everyone!”
While this is absolutely true and an excellent philosophy, we’ve found in […]