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Goal Setting Workshop – Now Available Free!
You set your 2013 sales and marketing goals and resolutions, and now you're finding that life is getting in the [...]
What would you do if you were fearless?
On my first instrument lesson in zero visibility, I asked my instructor how he remained completely unaffected by the patterns [...]
Referral Marketing – Taylor Greenwood Photography
How would I spot an ideal customer for Taylor Greenwood Jet Photography? An aircraft broker, dealer, or individual owner who [...]
Sales and Customer Service – Style, Substance, or Both?
Sales, marketing and customer service people are trained to respond with a smile and to be pleasant, but not many are comfortable explaining to a customer what's NOT possible, or why what they're asking for may not be the best option for their needs.
Setting Realistic Expectations with Customers
Cutter Aviation is well-known for outstanding customer service. Part of their strategy for making that happen is setting realistic [...]
Customer service begins with sales integrity
In last month’s coaching session on sales, Mark Leeper spoke about integrity as a key component of sales. Having credibility [...]
Nothing Happens Till Somebody Sells Something!
We’ve seen the necessity of good marketing and good salesmanship first hand in the last couple of years. [...]
Sales Presentations – The Live Coaching Session
We had our first live coaching session today, and in spite of a thousand things that could have gone wrong, [...]
My New Year’s Resolution – To Avoid New Year’s Resolutions!
New 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 -
How were your sales numbers this year?
As you're closing out the books on 2011, here's a question: How were your sales numbers for this year? If [...]
“Marketing Done Right?” What’s Wrong with This Picture?
A 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
"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.
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Should I be making sales calls?
When 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:
Happy Veterans Day – And Thank You For Your Service!
Many companies have a"cause" that they support - ours is the Special Operations Warrior Fund. Special Operations people have devoted [...]
Five Myths That Have Exploded in the Last Five Years
The 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.
What Is It Like to Work With ABCI?
What 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.
Don’t Be Afraid of Ghostwriters
We all have our strengths and weaknesses, and one thing I've noticed (and part of the reason that we chose aviation as a specialty) - there are a lot of aviation professionals who dislike or don't have time for writing.
Interview with Bob Jones of ATP – the Onsite Static Display, the Tweetup, and More
Bob Jones and I stepped out of the Tweetup for a moment to discuss the show so far.