Navigating Sales in Business Aviation

Ep.251: Alex (@Aebridgeman) is joined by Richard Emery (@Richardemery2).

In this episode, my guest is Richard Emery, who has held various notable positions in business aviation sales at brands like Canadair, Bombardier, Gulfstream, and Hawker Beechcraft.

Richard shares his experiences in different sales cultures, managing high-performing teams, and participating in brand turnarounds. The discussion covers his leadership style, team management, and the skills relevant to CEOs.

Additionally, the episode includes entertaining stories about selling aircraft to unique clients, making it an engaging listen for anyone interested in business aviation and sales.

Links:

Richard on LinkedIn

Topics:

(00:00:00) - Intro

(00:02:37) - Richard’s career and background

(00:05:47) - How do you organize a high-performing sales team?

(00:15:06) - Identifying ideal customer profiles

(00:24:55) - Developing a customer outreach team

(00:28:51) - Having discipline and focus on a sales team

(00:39:34) - Leadership philosophies

(00:51:54) - What can CEOs do to make their sales teams more effective?