Think Like an Owner Richard Emery - Building Private Jet Sales Teams [Replay]
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May 27, 2025 Richard Emery, a seasoned expert in business aviation sales with a rich background at top companies, shares his insights on building high-performing sales teams. He discusses effective leadership philosophies and how to identify ideal customer profiles. Emery emphasizes the importance of discipline and communication in sales and tells captivating stories about unique aircraft clients. He also highlights strategies for CEOs to enhance their sales teams' effectiveness, blending experience with a touch of humor in this engaging conversation.
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Structure Enables Sales Success
- Sales teams often don't lack expertise or effort but struggle without structure, rigor, and discipline.
- Providing better support and tools allows salespeople to focus on selling and increase performance.
Cut Admin Burden for Sales
- Reduce administrative tasks for salespeople by assigning dedicated admins.
- This shift frees up time for selling and boosts pipeline quality and sales results.
Understand Customer Buying Motives
- Customers buy jets for brand, support quality, and operational familiarity rather than product specs alone.
- Understanding motives of all decision stakeholders is key to closing complex aircraft sales.