Episodes

  • Is It Time to Panic? A Brief History of Aviation Marketing Trends

    Is It Time to Panic? A Brief History of Aviation Marketing Trends
    May 8 2026
    Is It Time to Panic? A Brief History of Aviation Marketing Trends Aviation has been through shocks before. Before 9/11, business aviation was often marketed around access: freedom, convenience, productivity, family travel, and the ability to reach more places on your own schedule. After 9/11, the theme shifted toward security. Buyers cared more about [...]
    Show More Show Less
    9 mins
  • Book Club Discussion – Endless Customers by Marcus Sheridan

    Book Club Discussion – Endless Customers by Marcus Sheridan
    May 3 2026
    This discussion uses Marcus Sheridan’s Endless Customers as a practical framework for building trust before a sales conversation. The central idea is that buyers are not looking for more marketing activity; they want a clear result and enough confidence to move forward. The old title, They Ask, You Answer, emphasizes the process. Endless Customers [...]
    Show More Show Less
    58 mins
  • Resales, Recaptures & Referrals

    Resales, Recaptures & Referrals
    Apr 15 2026
    In this session, I focused on one of the most profitable but least glamorous parts of marketing in aviation: resales, recaptures, referrals, and subscription-style thinking. In a small industry like ours, the first transaction is rarely the whole story. The real value comes from building relationships that lead to repeat business, referrals, and long-term [...]
    Show More Show Less
    54 mins
  • Book Club Discussion – StoryBrand 2.0 by Dennis Miller

    Book Club Discussion – StoryBrand 2.0 by Dennis Miller
    Apr 3 2026
    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 [...]
    Show More Show Less
    1 hr and 3 mins
  • Fix Your Funnel Workshop

    Fix Your Funnel Workshop
    Mar 12 2026
    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, [...]
    Show More Show Less
    1 hr and 3 mins
  • Why Sales Feels Hard in Aviation — and Why It Shouldn’t

    Why Sales Feels Hard in Aviation — and Why It Shouldn’t
    Feb 9 2026
    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 [...]
    Show More Show Less
    4 mins
  • Your Aviation Pipeline Isn’t Broken. Your Structure Is.

    Your Aviation Pipeline Isn’t Broken. Your Structure Is.
    Jan 26 2026
    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 [...]
    Show More Show Less
    4 mins
  • A Roomful of Aviation Experience, Once a Week

    A Roomful of Aviation Experience, Once a Week
    Jan 18 2026
    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 [...]
    Show More Show Less
    6 mins