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Sales Articles

|Sales Articles

Qualifying Prospects like a Pro

In this free webinar, we discuss bad things that can happen when you fail to qualify customers for your product or service, when you give too much information away for free, when you pitch the wrong prospect, and when you […]

2016 Aviation Sales & Marketing Webinars

Note that the free sales and marketing webinars are a “lighter,” more basic version of the “Members Only” webinar offered the following week, so if a topic is new and/or important to you, you may wish to attend both!


Wed, January […]

Do your sales calls get a chilly reception? This could be why.

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 […]

Fear Can Be Useful! – The Pre-Sales Call Checklist

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 […]

Three Ways to Save a Sale

“Do you have any programmable Christmas trees?” We asked a very distinguished looking gentleman in a red flannel shirt.


“Why not?”

“Because they’re nothing but trouble, that’s why not. You don’t want to get it home and plugged in and have it […]

Sales success – How hard do your prospects and customers have to work?

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 […]

Sales Phobia Panel Discussion – Excerpts

Last week, we hosted a panel discussion with five experienced sales professionals in different parts of the aviation industry.  We learned a lot about “sales phobia,” a common affliction in the aviation industry.   Thanks much to our “all star” […]

Critical Sales Failure Point – The Handoff

We’ve all had experiences where we are are the victim of a “handoff” from marketing to sales to customer service in companies where  people don’t seem to be able to “get it together.” This is a costly sales failure point, […]

Sales Phobia Panel Discussion

We’re looking forward to a great panel discussion next week that you’ll definitely want to be a part of if you’re involved in sales or marketing in the aviation industry!

We’ll be asking the questions YOU want to ask, of the […]

Be careful what you promise, and who you promise it to!

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, […]

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.   […]

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 […]

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 […]

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.

Accountability is […]

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 […]

What’s the best structure for a Sales and Marketing team?

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 […]

Sales Phobia – The Video

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, […]

Your 15-Second Sales Presentation

“So, what do you do?”

This is a fairly common question that people ask at a networking event, a trade show or even at a cocktail party.

How do you answer that question?

You launch into a two-minute (or longer) technical spiel that […]

Qualifying Prospects – Are you Pitching the Wrong Person?

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 […]

Three Things To Do Before NBAA13

NBAA is two weeks away (technically, it starts Tuesday the 22nd, but for us the biggest trade show of the year pretty much takes up the whole third week in October.) Of course, there are many more than three things […]

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