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 [...]

What if the real productivity problem isn’t that we’re doing too little—but that we’re doing far too much of the wrong things? In this recorded book club discussion, the ABCI team and guest Ben Neivert of DBT Aero unpack Essentialism by Greg McKeown and explore what it actually means to focus on what matters—without [...]

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 [...]

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In an industry obsessed with dashboards, platforms, and real-time data, it’s easy to assume that anything stored in software is safe, permanent, and accessible forever. Aviation quietly exposes the flaw in that assumption. This conversation challenges the idea that software equals memory—and makes a case most marketers won’t say out loud: in long-cycle, trust-driven [...]

This session reviewed the most consequential shifts in U.S. business and general aviation during 2025 and translated them into clear marketing implications for 2026. The discussion converged on three dominant industry forces— Safety perception Governance constraints AI/automation With a fourth emerging theme: Sustainability and  the collapse of the electric aviation hype cycle in favor [...]

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