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 [...]
In both aviation and marketing, when unexpected turbulence hits—be it a global economic downturn, a budget crunch, or an industry shakeup—the most effective response isn’t panic. It’s strategy. Just as a seasoned pilot sets a best glide path when an engine fails, smart aviation companies can set a sustainable course with their marketing efforts [...]
Q1 2025 Highlights from ABCI There are two things that we think are VERY helpful for successful marketing. Openness and transparency (this helps build trust) and Knowing your numbers! So in the interest of practicing what we preach, and modeling good behavior 😇 we're committed to publicly sharing quarterly reports. As we wrap up [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
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, [...]
Welcome to our annual year-in-review webinar! I’m Paula Williams, founder of ABCI, and I’m thrilled to be joined by our talented team members: Muhammad Ali Memon, Angel Duliguez, Stella Bouldin, and Shannon Dousharm. Together, we’re diving into the biggest lessons, challenges, and triumphs of 2024 while sharing our vision for 2025. 🔍 In this [...]
In this workshop, I wanted to create a space where we could dive into the practical aspects of using Google tools for SEO and analytics, tailoring the session to your unique questions and priorities. John Williams, Kellie Rittenhouse, Robert Mark, Stella Bouldin, Angela Duguilez, Nadia Ostrovsky and I discuss a lot of things [...]
In this lively book club discussion, the team dives into the practical lessons of Your Website Sucks—a straightforward guide to improving website usability and conversions. While opinions on the book varied, the conversation revealed a universal appreciation for its focus on fundamentals and usability. Participants explored common website design mistakes, including overly clever layouts, [...]
In this engaging workshop on disaster recovery, I guided participants through the essential steps every business needs to take to prepare for the unexpected. From understanding why a disaster plan is crucial to real-life examples of what can happen when things go wrong, this session offered valuable insights and actionable takeaways. We explored how [...]
