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Advice, commentary and fun for sales and marketing professionals in the aviation industry. Contact us at paula@aviationbusinessconsultants.com with show ideas.
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In this Book Club discussion, the group explored how storytelling makes marketing more persuasive, memorable, and human. Using the workbook as a guide, participants worked through key concepts from Building a StoryBrand style messaging: identifying proof assets, clarifying the customer as the hero, defining the problem, positioning the company as the guide, and building [...]
Why do so many aviation sales funnels stall after the first good conversation? In this Fix Your Funnel Workshop, Paula breaks down one of the most common problems in aviation marketing and sales: the “holding pattern” between initial interest and an actual buying decision. She explains why long sales cycles are normal in aviation, [...]
Sales pressure is a downstream symptom. This article explains what actually causes it — and how to fix it structurally. Most aviation companies assume that when sales struggle, something is wrong with sales. The salesperson isn’t aggressive enough. The follow-up isn’t tight enough. The pitch needs polishing. The CRM [...]
Most aviation companies think they have a pipeline problem. Leads are inconsistent. Sales cycles feel unpredictable. Revenue spikes after a trade show… then goes quiet again. The usual conclusion is: we need more activity. More emails. More ads. More events. More content. But in our experience, that diagnosis is wrong. What most aviation companies [...]
In aviation sales and marketing, time is always the constraint—and ironically, that’s exactly why most teams avoid the one thing that could help them move faster: talking things through. In this video, the ABCI team breaks down why our weekly Group Office Hours aren’t a distraction from “real work,” but a strategic advantage. We [...]
In this ABCI Book Club session, I sat down with my team, clients, and fellow consultants to talk about The Wealthy Consultant by Taylor Welch—and why it struck a nerve for so many of us. What started as a book discussion quickly turned into a very real conversation about charismatic founders, growth bottlenecks, and [...]
This is one of our most popular workshops for a reason. SEO and AI have officially collided, and at this point it’s honestly weird to talk about one without the other. People don’t search the way they used to: instead of typing a couple keywords and clicking ten blue links, they’re asking full questions [...]
In this Aviation Sales & Marketing Book Club, we explore Flying Lessons & Other Stories — a middle-grade anthology with big lessons for marketers. While the stories are fiction, the storytelling techniques are powerful and relevant: emotional hooks, structured narratives, character arcs, and more. In a time when aviation is misunderstood or villainized in [...]
This workshop brought together the ABCI team, Michael Duke of DBT Aero, Debbie Murphy of JetBrokers, Ericka Essington of Air Nurses, and several other guests for a practical, no-nonsense look at how AI is actually being used in aviation marketing today. We examined where AI genuinely speeds up real work—and where it quietly derails [...]
In this insightful book club session, the ABCI team is joined by clients Ben Neivert of DBT Aero, Chris Vidales of MagJet and Ericka Essington of Air Nurses take a dive deep into The Revenue Zone by Tom Burton—a modern playbook for B2B sales and marketing that challenges traditional funnels and focuses on guiding [...]
From hangar fires to cyberattacks to PR nightmares—every aviation company will face a crisis at some point. This workshop from ABCI breaks down how to prepare, respond, and recover without losing your business or your reputation. Join me (Paula Williams) and the ABCI team plus Ericka Essington of @AirNurses as we walk through real [...]
In this thought-provoking book club session, the team dives into Unconscious Branding by Douglas Van Praet—a marketing book that challenges the 100-year-old AIDA model (Attention, Interest, Desire, Action) and proposes a more modern, emotional, and behavior-driven seven-step process. From pattern interruption to shifting brand associations, the group explores how to apply these concepts to [...]
In this Brand Workshop session, we dive deep into what makes a brand truly effective—starting with the bold moves (and missteps) made by major names like Cracker Barrel and Jaguar. Whether you’re building a brand from scratch or managing a legacy logo with loyal fans, this session is packed with real-world examples, aviation insights, [...]
As someone who’s helped aviation companies sell more for years, I’ve watched “aviation” expand to include UAVs and drones—and it’s changing the rules for everyone from airlines to apple orchards. it is one of the sectors we serve, and is rapidly evolving. In this roundtable, I invited Dana Knight of SkedFlex Vertical UAV Software, [...]
In this insightful ABCI Book Club session, our team dives deep into No B.S. Marketing to the Affluent by Dan Kennedy — a timeless classic that’s more relevant than ever in today’s shifting economy. With team members and aviation professionals from around the world, we discuss what it really takes to market to high-net-worth [...]
Seasoned exhibitor or attending your first show this year? This session will help you get more return from your trade show investment. We talk about what actually works on the floor—and what doesn’t—including setting realistic expectations, finding the right shows, creating engaging experiences, and mastering the all-important follow-up. Trade shows are still incredibly powerful [...]
In this wide-ranging and candid book club session, the ABCI team dives into the unpredictable world of YouTube—its power, pitfalls, and potential for aviation marketers. The conversation kicks off with a mysterious disappearing book, then pivots to how-to content, ethical video creation, and the surprising staying power of longer videos. The team debates faceless [...]
We’re diving into a timely and impactful read published by Trailblazer Media—focused on one of the most pressing topics for us and our aviation clients: effective social media. From battling the ever-shifting algorithms to creating content that actually resonates, this discussion taps into both our team’s insights and the collective experience of our marketing [...]
Struggling to network effectively on LinkedIn or other social platforms? You’re not alone. In this down-to-earth session, we explore the real challenges aviation professionals face when it comes to online networking—like not knowing what to say, finding the right people, and making the awkward transition from small talk to meaningful business conversations. You’ll hear [...]
When I first picked up They Buy Your Because, I expected another tactical manual, filled with checklists and to-do items — and I love those! But what I found was something deeper: a thoughtful, surprisingly emotional exploration of why people truly make decisions. It was a refreshing reminder that even in aviation marketing, where [...]
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