Go Big Or Go Home

Go Big Or Go Home

One of the most crucial pieces of advice I’ve ever received was, “Don’t decide for the client how much is too much. It’s not your job to say …

New Year, New Format

New Year, New Format

For 2019 I thought I’d flip the script on my Selling AV podcast by introducing a new format. In 2019, I’ll be crowdsourcing your AV sales questions …

Making CRM Work For You

Making CRM Work For You

One buzzword/acronym that gets thrown around a lot is CRM, short for customer relationship management. It can be a large, unwieldy concept and what CRM looks …

Berra’s Law

Berra’s Law

That great sage and commentator on the human condition Yogi Berra is credited with creating this commandment-like law of technology: In theory, there’s …

The Value of Time

The Value of Time

As a part of keeping up with global business trends and events, I subscribe to several on-line feeds from industry and economic publications. These feeds …

The Hard Truth about Soft Serve (Ices)

The Hard Truth about Soft Serve (Ices)

Unless you’ve been in a hole the last few years, you most likely have noticed the increasing conversation in AV about software, managed services, and IP …

Asking the Right Questions

Asking the Right Questions

I’m an extrovert. Most people assume this means I love to talk all the time, I’m energized by social situations, I like to solve problems by discussing …

Toys R’ Us and Missed Opportunity

Toys R’ Us and Missed Opportunity

Just in case you were hiding under a rock this month, the big news in the business world was that Toys “R” Us will close or sell all of its 735 …

When No Really Means: I Don’t Know

When No Really Means: I Don’t Know

What Does No Really Mean? I don’t know which specific issues you encounter when dealing with a client who knows only one answer to every suggestion or …

Sunk Costs: Part 2

Sunk Costs: Part 2

In the first installment, I flew over what sunk costs are and how they differ from the other kinds of costs you face in your business. To recap briefly, …

Where Have All The Sales Reps Gone?

Where Have All The Sales Reps Gone?

I just spent a week road tripping in the wilds of northern Alberta. That, in itself, is not unusual for me. I do it all the time. What made it different this …

Customer Experience

Customer Experience

I purchased a new car yesterday. While its always satisfying to get new wheels the point of this post isn’t really about the new car experience. The …

Christmas Church Tech in the Summer

Christmas Church Tech in the Summer

The dog days of summer are upon us and much of the commercial and education vertical markets have slowed to a crawl, but the house of worship market is heating …

InfoComm and UBTech 2017

InfoComm and UBTech 2017

If you have read my columns over the past couple of years, you have likely noticed a pattern. In most of the columns I try to explore creative ways for …

Should Distributors Sell To End Users?

Should Distributors Sell To End Users?

Everybody likes to make money, and see their business grow. That’s hard to dispute. When business is slow, it’s entirely natural to seek new business …

Fewer Customers, More Money

Fewer Customers, More Money

I wanted to use that title, so I’m going to break my moratorium on too many editorials with too many Jerry McGuire references too close together. While the …

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