A recent discussion on social media centered around relationship selling, what it was and the value of it for all the parties involved. It was a great topic, but on a social media platform, there is very limited time and space to discuss something so important, so I am expanding on my thinking here. Relationship […]

This is part two of a series discussing the power of the relationships you can make at an in-person trade show. After attending InfoComm 2021, I decided to write about my experience. You can find part 1 here. Enjoy! Day Two I arrived at the show shortly before 9 a.m. Thursday morning, Oct. 28, Day […]

This is part 1 of a series discussing the power of the relationships you can make at an in-person trade show. After attending InfoComm 2021, I decided to write about my experience. Enjoy! I have been attending/participating in trade shows for a very long time in every industry I’ve been part of (film/video production, data […]

Once again my rAVe blogsquad colleague Anthony Coppedge took out his 40-ounce framing hammer and hit the nail right on the head in his recent post about email noise in brand marketing for the house of worship market-space. Almost simultaneously with that post another group of articles appeared in several publications focused on dealing with […]

Are you a new company selling a new product? Well, this blog’s for you! Listen, don’t let people fool you — this industry is NOT that complicated. You don’t need a fancy marketing campaign and you certainly don’t need to waste your money with banner ads on on-line publications to make it BIG in AV. […]

Like Dickey Fox said in Jerry Maguire, “The key to this business is *claps hands* personal relationships!” Regardless of how fantastic their products are, vendor sales reps need to understand that the personal relationship they build with their dealers can be the make or break factor in how much business they get, or if they […]

By Michael Bridwell Digital Projection “You seem to really prefer working with the ____ rep team. Why is that exactly?” As a member of a hardware manufacturer, I am part of an elite group. Depending on the economic cycle, product curve, or current trend of the moment, I’m allowed to vent about shifting bid specs, […]

After my first article on relationships, I had all kinds of people offer me thoughts and feedback. It was fantastic, because I really like to see what others in the industry are thinking. It is clear to me that lots of people, including both Technology Mangers and integrators are thinking about these issues. A couple […]