Selling AV

Listen here to Selling AV with Mark Coxon. Want to up your sales game? @AVPhenom Mark Coxon gives you the latest tips and tricks on how to make big moves in the AV industry.

Selling AV — Episode 135: When Do You Walk Away?

This week I go to LinkedIn and answer this question from Jason Ward: “When do you walk away from an opportunity?” Tune in to learn when to walk away (and when to run). Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 135: When Do You Walk Away?

Selling AV — Episode 134: How to Qualify Customers and Projects Part 2

Even if a customer meets your ideal profile, sometimes we need to qualify the project further to ensure we’re equally invested. Listen to this Selling AV episode to find out how. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 134: How to Qualify Customers and Projects Part 2

Selling AV — Episode 133: How to Qualify Customers and Projects Part 1

How do we continue to grow our businesses effectively as technologies change? The secret to qualifying new customers and projects lies beyond the technology itself. Give this episode a listen for more! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 133: How to Qualify Customers and Projects Part 1

Selling AV — Episode 132: Lead, Follow or Lose on Margin

In today’s world, you can win on price and not make money, bid to make money and lose on price … or you can lead the problem-solving and discovery process to create a scenario — and everyone wins. Listen to this Selling AV to find out how. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 132: Lead, Follow or Lose on Margin

Selling AV — Episode 131: Setting Proper Expectations

In sales, the biggest mistake can often be failing to set the proper expectations. In this episode of Selling AV, Mark Coxon talks about how early communication can have a positive effect in the long run. Find out why that is by checking out this latest podcast!   Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 131:  Setting Proper Expectations

Selling AV — Episode 130: Online and Hands-On

We live in a world of endless online meetings. Want to make yours stand out? Add a hands-on component. Now, how do you do that? Listen to this Selling AV episode to find out. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 130: Online and Hands-On

Selling AV — Episode 129: Does the Math Really Matter?

If you’re an AV Professional, should you know the math behind your system designs? Does the math really matter?  Find out on this episode of #SellingAV! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 129: Does the Math Really Matter?

Selling AV — Episode 128: The First Meeting

As salespeople, we are always eager to tell the story of how we help customers. It’s not a bad story to tell, but perhaps it’s better to start with learning a little about the person on the other side.     Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 128: The First Meeting

Selling AV — Episode 127: Two Tips for Better Presentations

It’s tempting to use slides as a crutch and read them like a script to the audience (or even have them read along). However, this is a bad idea for several reasons. Get my two tips on better presentations in this episode. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 127: Two Tips for Better Presentations

Selling AV — Episode 126: It’s in the Way You Say It

Lately, there’s a lot of focus on the sales technique of “challenging” customers and their business decisions. I’m all for challenging assumptions, but the way you do it makes all the difference. So tune in to hear my thoughts on what to say … and what not to. Podcast: Play in new window | DownloadSubscribe: […]

Selling AV — Episode 126: It’s in the Way You Say It

Selling AV — Episode 125: Sales Script Vs. Sales Approach

It’s good to have an idea of your goal for a meeting, but — of course — you don’t want your meeting to be overly scripted. Learn how to keep EQ in the equation for achieving your desired outcome. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 125: Sales Script Vs. Sales Approach

Selling AV — Episode 124: Consumerization of AV

We spend way too much time upfront combating the consumerization of AV. This week I address how to capitalize on momentum of consumer tech experiences to lead into your professional AV sale. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 124: Consumerization of AV

Selling AV — Episode 123: Interactive Storytelling

OK, so I’m clearly on a storytelling kick. Tim Duncan asked about storytelling on Twitter, so I thought I’d share an effective and interactive story I’ve found myself telling more than once. Enjoy! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 123: Interactive Storytelling

Selling AV — Episode 122: Tell Better Stories

If you’ve been telling people about your product or service and find that they’re just not responding, perhaps you need to tell better stories. In this Selling AV, I talk about how to do just that. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 122: Tell Better Stories

Selling AV — Episode 121: Always Add Value

If you’re in sales, you’ve heard plenty of advice on how to close, get the sale, get the PO, win. Today, I ask you to consider switching your perspective to adding value instead. Listen to find out how changing your thinking can change your outcome. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 121: Always Add Value

Selling AV — Episode 120: Better Sales Presentations

When going in for a big presentation, salespeople often spend quite some time creating what they believe is the perfect deck of slides to best promote their company and its products and services. However, overdependence on the “sales presentation” may just be blocking your chances of success. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 120: Better Sales Presentations

Selling AV — Episode 119: Selling (Your) AV (Company): an Interview With Jay Myers

I sit and talk to Jay Myers about his book “Rounding Third and Heading Home: The Emotional Journey of Selling My Business and the Lessons I Learned Along the Way.” Jay shares lessons he learned over the 22 years he spent building his AV business, eventually resulting in a sale to the world’s largest integrator. […]

Selling AV — Episode 119: Selling (Your) AV (Company): an Interview With Jay Myers

Selling AV — Episode 118: The Plastic Shovel

What does a plastic shovel have to do with selling technology? Great Question! Tune in to find out! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 118: The Plastic Shovel

Selling AV — Episode 117: The Shotgun Effect

“Value engineering” are two of the most dreaded words in AV — they typically mean compromising system designs to meet the client’s budget. Most of the time, integrators use a shotgun to evenly distribute the discount across the project. In this episode of Selling AV, I suggest that may be a really bad idea, and […]

Selling AV — Episode 117: The Shotgun Effect

Selling AV — Episode 116: Return On Investment

It’s always a great idea to have conversations around Technology at a higher level with regards to the value it brings to a business. As such, it’s tempting to talk about Return on Investment (ROI), but is that always the best approach? Listen in to hear my thoughts. Podcast: Play in new window | DownloadSubscribe: […]

Selling AV — Episode 116: Return On Investment

Selling AV: Cold Calling Episode 5 — Leaving Voicemails

If you’re cold calling, odds are you won’t be getting through on the first call often, which means you’ll be leaving voicemail. Ditch the gimmicks and follow these simple tips. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV: Cold Calling Episode 5 — Leaving Voicemails

Selling AV — Cold Calling Episode 4 — Qualifying Objections

Many times when talking to someone on a cold call, they will share a reason for not engaging with you at that time. Tune in to find out how to assure the reason is the right one, and to learn about the 4 types of objections that are offered. Podcast: Play in new window | […]

Selling AV — Cold Calling Episode 4 — Qualifying Objections

Selling AV — Cold Calling Episode 3 — Tips for First Contact

Assumptions crush cold calls. If you’ve ever been taught to assume the relationship and assume the sale, you need to stop right now and listen to this episode for 3 tips on first contact. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Cold Calling Episode 3 — Tips for First Contact

Selling AV — Cold Calling Episode 2 — Your First Ally

If you want to be successful in navigating a new organization, you need an ally. In this episode, I tell you what phrase you need to eliminate from your vocabulary and who that first ally may be. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV —  Cold Calling Episode 2 — Your First Ally

Selling AV — Episode 115: Cold Calling Episode 1 — Do Your Homework!

In today’s world, we have access to all sorts of information about our prospective clients. As professionals, we need to be diligent about doing our homework before we make that first call. This episode talks about what that homework should include. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 115: Cold Calling Episode 1 — Do Your Homework!

Selling AV — Episode 114: Considering Environmental Factors in Your AV Designs

The look, feel, and workflow a space needs to provide are not always easily found on the floor plan. This week, I answer a question from Graham Kirkpatrick on how to better align our systems with furniture, fixtures, and equipment  to create efficient and cohesive designs. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 114: Considering Environmental Factors in Your AV Designs

Selling AV — Episode 113: Building Video into your post COVID routine

Everyone is using video right now to communicate and webinars and Zoom calls abound. However, is there a better way to build video into your long term meeting strategy, even for in person meetings? Thanks to Chris Neto for this week’s question. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 113:  Building Video into your post COVID routine

Selling AV — Episode 112: Selling Suites of Services

This week’s question came from Lance Feldenkreiss via Twitter: How do you sell a suite of services like integration, managed services, staffing, etc., under one account manager? Listen in to hear a few tips on how to make this happen. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 112:  Selling Suites of Services

Selling AV — Episode 111: Hosting a DYNAMIC Sales Presentation Online

This week’s selling AV topic came from Chris Neto on Twitter who asked “How do you host a dynamic sales presentation online?” Tune in to hear 3 quick and easy ways to make sure you engage your audience in a way that makes sure the most relevant content is what they remember. Podcast: Play in […]

Selling AV — Episode 111: Hosting a DYNAMIC Sales Presentation Online

Selling AV — Episode 110: How to Set Yourself Apart

This Selling AV question came from Brad Orme at Cinemassive: “How do you set yourself apart from the competition during the sales process?” Absorb these 4 tips in 5 minutes to learn how. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 110: How to Set Yourself Apart

Selling AV — Episode 109: Tag Teams the Budget Question with Jarrod Hillman

This Selling AV topic came from Patty Wanzer through Twitter. “How do you determine the client’s budget?” I invited Jarrod Hillman of Hillman AV to help me tag team this in a special Selling AV. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 109:  Tag Teams the Budget Question with Jarrod Hillman

Selling AV — Episode 108: How to Qualify an Opportunity

This Selling AV question came from Lance Feldenkress on Twitter, “How do you best qualify an opportunity?” I initially look for these three things. Tune in to find out what they are. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 108: How to Qualify an Opportunity