Latest headlines: Lee Distad on managing the progress of your prospects through the sales funnel, Katye McGregor Bennett on focusing what you CAN control (rather than focusing on what you can’t) plus news from SnapAV, Legrand | AV and more
March 26, 2020 | Volume: 17 | Issue: 6
Before we get into the bulk of this week’s HomeAV, know that we are certainly not ignoring the situation in the world right now — we’ve got some good content brewing that (we hope) will be of use to you and your business. More to come on that. In the interim, we’re going to keep bringing you the same timely news you’re used to in these newsletters as the AV industry charges forward day by day, hour by hour.
We have two excellent column features for you this week: the first, Katye McGregor Bennett’s take on focusing on what you CAN control (rather than what you can’t); the second, a piece from Lee Distad on managing the progress of your prospects through the sales funnel. Product news this week comes from SnapAV (introducing its new Pakedge WA-4200 Wave 2 Indoor Access Point), Extron (showcasing its DXP HD 4K PLUS Series of 4K/60 HDMI matrix switchers), and Legrand (giving us a look at its new On-Q media enclosures for low-voltage systems).
For the latest on previously-scheduled events, here’s a list of AV or related events and their statuses. Here’s the skinny version: Most trade shows and showcases in March, April and May have been canceled or postponed. InfoComm, currently planned for mid-June, is still proceeding as planned (for now), though we are closely monitoring the status of that show — and you can bet we’ll be giving you any and all updates as we get them.
P.S. Something that may interest you, our HomeAV audience: THE rAVe Agency’s LAVNCH WEEK, which you can sign up for here, is a week-long virtual event we’re building with Zoom to fill the void of many events that have been canceled or postponed in recent weeks. Whether you’re a manufacturer, integrator or end user, LAVNCH WEEK is for you. It’s our agency’s hope to create a necessary home for the innovative products that were scheduled to launch in the coming weeks.
Like everything, proper client management follows a structure. Read enough how-to books on selling, or attend enough seminars, and you’ll see that sales coaches all seek to differentiate themselves by putting their own label or spin on the process. One famous analogy for managing the sales process (the one that I’ve adhered to) is the sales funnel.
Focus on what CAN be done at a time like this, when the world slows and all are in a similar position. Things that you never have time for, that get de-prioritized because other, more pressing issues take the lead. Here are five things you can do to stay sane.