エピソード

  • Why Cutting Marketing in a Downturn is the Most Expensive Mistake You Can Make

    Why Cutting Marketing in a Downturn is the Most Expensive Mistake You Can Make
    2025/04/02
    In times of economic uncertainty, one of the first budget items to hit the chopping block is often marketing. From Fortune 500 companies to small aviation businesses, leaders under pressure to reduce costs often view marketing as discretionary spending. However, history, data, and current trends tell a very different story: pulling back on marketing [...]
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    5 分
  • Book Club – Don’t Make Me Think with Author Steve Krug

    Book Club – Don’t Make Me Think with Author Steve Krug
    2025/03/30
    In this month’s Aviation Marketing Book Club, we had the absolute pleasure of speaking with Steve Krug, author of Don’t Make Me Think—a fan favorite and one of the most practical books on usability out there. This was not only the most expensive book we’ve featured in our book club this year, but also [...]
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    1 時間 2 分
  • Live Workshop Replay – Holding Patterns in Aviation Sales – Conquering the Long Sales Cycle

    Live Workshop Replay – Holding Patterns in Aviation Sales – Conquering the Long Sales Cycle
    2025/03/14
    If you’re in aviation sales and marketing, you know one thing for sure—selling in this industry takes time. Unlike fast-moving consumer sales, our transactions are complex, high-value, and involve multiple decision-makers. That means most of us spend months—sometimes even years—nurturing potential clients before closing a deal. So, how do you keep your prospects engaged [...]
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    1 時間 1 分
  • Book Club Discussion – Fanatical Prospecting by Jeb Blount

    Book Club Discussion – Fanatical Prospecting by Jeb Blount
    2025/03/01
    Prospecting—it’s the one thing that every business needs, but few people truly enjoy. Whether you’re a seasoned sales professional or just getting started, chances are you’ve had moments where you dreaded making that next call or sending that next message. In aviation, where relationships last decades and deals can take years to close, prospecting [...]
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    57 分
  • 90 Days to a Full Sales Pipeline: Prospecting for Aviation Professionals

    90 Days to a Full Sales Pipeline: Prospecting for Aviation Professionals
    2025/02/16
    Prospecting is the lifeblood of aviation sales, yet it’s often the most intimidating part of the process. In our latest workshop, we tackled this challenge head-on, breaking down the key steps to building a full pipeline in 90 days—without resorting to spammy, high-pressure tactics. From targeting the right prospects with precision to making confident [...]
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    1 時間 1 分
  • How to Approach Top Prospects in Aviation Marketing Using LinkedIn & ChatGPT

    How to Approach Top Prospects in Aviation Marketing Using LinkedIn & ChatGPT
    2025/02/08
    In this week’s podcast episode, we’re tackling one of the most nerve-wracking yet crucial parts of aviation sales—how to approach your top 10 prospective customers effectively. In a previous episode, we covered finding ideal targets using ChatGPT and Linkedin. That's great and all, but what do we do from there? Whether you’re a seasoned [...]
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    17 分
  • Navigating LinkedIn for Sales – Book Club Discussion

    Navigating LinkedIn for Sales – Book Club Discussion
    2025/02/01
    We were absolutely delighted to welcome Brian Galicia, co-author of Navigating LinkedIn for Sales, to our Aviation Sales and Marketing Book Club discussion! Brian brought an incredible depth of knowledge about using LinkedIn effectively—not just as a networking tool, but as a powerful way to build real, meaningful business relationships in the aviation industry. [...]
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    58 分
  • Mastering Aviation Sales: Using ChatGPT and FAA Data for Smarter Targeting

    Mastering Aviation Sales: Using ChatGPT and FAA Data for Smarter Targeting
    2025/01/26
    In this episode, Paula and John Williams of ABCI dive into the art of smarter prospecting for aviation sales using cutting-edge tools like FAA data, ChatGPT, and LinkedIn. They walk through a step-by-step process to identify ideal customers, focusing on an MRO targeting Citation XLS+ operators. With practical tips for narrowing down massive datasets, [...]
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    25 分