It’s great to have knowledge of your potential client’s business, that is unless that knowledge becomes baggage. This week, learn how to listen with a blank mind to better serve your customers. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Imagine you were walking the floor of the Las Vegas Convention Center at InfoComm 2018. You walk up to a random person without looking at their badge and shake their hand. What are the odds you just shook hands with an integrator? A. 50 percent B. 40 percent C. 30 percent D. 20 percent If […]
If you’re in residential integration, it’s hard to get a quick read on how technical your homeowner is. In this week’s Selling AV, I share a little trick I used to use to steer my technology conversations. Podcast: Play in new window | DownloadSubscribe: Android | RSS
InfoComm 2018 is behind us and we’re back to work, trying to close out the last half of the year. This week, find out how integrators can use InfoComm to boost sales over the next few months. Podcast: Play in new window | DownloadSubscribe: Android | RSS
I have been reading some people’s reviews of InfoComm and I have to admit, I’m a little jealous that I no longer get much time to walk the floor while I’m at the show. Being a bit of an AV Geek, I miss seeing new products, looking for new trends, and connecting dots in a […]
I was participating in a social media chat the other day when the subject of AV as a Service (AVaaS) came up. For those not familiar with the subject, I’ve written a little about it in the past, and if you’d like a little background feel free to click here or here. During the chat, someone […]
If you haven’t already been following the conversation about selling AV software and services, I encourage you to catch up on my last couple blogs where I lay out the three main issues that I believe are stalling the transition from hardware-based businesses, as well as some specifics on business models that may play a […]
The inspiration for this week’s Selling AV came from a friend who asked me what I thought of emailing proposals. Listen to hear a couple of my thoughts on the matter. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Earlier this week I posted The Hard Truth about Soft Serve(ices). (Feel free to read that first if you missed it.) However, in summary, I asserted that the hurdles we face as an industry today regarding selling software, services, and IT-centric AV may be less technical and more business related. My thought is that revenue models, […]
Many times we bend over backward trying to win that big client, doing everything they ask without ever getting anything in return. This week we talk about how to reverse that tide and get something we need as well. Podcast: Play in new window | DownloadSubscribe: Android | RSS
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 based signal distribution. Given all of the buzz and apparent end-user demand for all of the above, surprisingly, only a select few AV companies have turned the corner on […]
This weekend in a Twitter chat, someone asked what career advice you’d give your younger self. Two main themes emerged. Listen in to hear what they were. Podcast: Play in new window | DownloadSubscribe: Android | RSS
LAS VEGAS and RANCHO SANTA MARGARITA, CALIF., APRIL 23, 2018— Huddle Rooms and Collaboration are some of the hottest buzzwords in AV, and AVPhenom will be introducing a new Collaboration Product at Infocomm 2018. Over the last few years, huddle room and collaboration products like wireless screen sharing technologies have been some of the hottest new […]
If you’re selling AV, you’re most likely making phone calls. This week I talk about the worst possible reason to make a call and how to avoid it. Podcast: Play in new window | DownloadSubscribe: Android | RSS
One of the most shared business leadership talks is Start With Why by Simon Sinek. It emphasizes the importance of purpose in a business and leadership’s ability to communicate that purpose to their employees to accomplish amazing things together. I believe it has been so popular because most business books emphasize what to do and/or […]
In AV, we are sometimes very product-focused. Manufacturers build best in class products and then engage a dealer channel to make sure those products have a solid strategy to get into the marketplace. Integrators get trained on how the product works, many times engaging with the manufacturers to become certified in the installation and/or programming […]
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 stores in the U.S., ending a 70 year legacy for the retailer and also putting 31,000 workers back in the market for a job. […]
Many times in AV we focus on our closest manufacturing or integration competitors when selling our products and services. However, in today’s environment, there is always a hidden competitor you should be watching out for. Podcast: Play in new window | DownloadSubscribe: Android | RSS
I was recently in Jacksonville for our annual sales meeting. One of the highlights of that meeting was when our guest presenter, Amahl Hazelton, director of communications for Destinations at Moment Factory, shared a plethora of interactive AV experiences they developed around specific public spaces. Now, I have heard the term “place-based entertainment” many times in my […]
Today we talk about three things successful comics do well that we should learn from in sales. Think of it as your 5 minute sales manager. Podcast: Play in new window | DownloadSubscribe: Android | RSS
In case you haven’t been paying attention, there is a mass migration going on in AV. AV manufacturers and integrators have been leaving their traditional farms and silos. Heck, even our trade association has made the move. Where are they all headed to? The fastest growing place in AV: Experienceville, USA. The move to experience […]
I woke up Sunday morning to some interesting Twitter conversation started by fellow AV professional Chris Neto about the subject of AV education. The question revolved around whether or not certifications or formal college education is more important in qualifying someone to be successful in the field of AV. To break down the responses in […]
As salespeople, we’re told persistence is a virtue. This week I share a sales call gone wrong to show why persistence may sometimes be a liability. Podcast: Play in new window | DownloadSubscribe: Android | RSS
If we’ve seen one trend over the last several years, it’s the customer’s increasing interest in using consumer and home technologies in their professional spaces. This week in Selling AV I talk about developing your strategy to address these questions in 2018. Podcast: Play in new window | DownloadSubscribe: Android | RSS
I want to start by saying that I am not one who writes blogs declaring the death of specific technologies or market segments. In fact, most of the time, I rush in to debunk these AV obituaries and defend the legacy technology being declared dead. I wrote pieces explaining why 4K WON’T kill movie theaters, […]
There seems to be a continuing debate out there on the demand for a true AV as a Service, (AVaaS) model. I have seen good points on both sides of the argument, each giving some logical reasons as to why a true AVaaS model is either the future of AV or an idealistic pipe-dream. There […]
This week is typically slow for most companies. In fact, many are closed until after the 1st of the year. However, if your job is selling AV, you should be spending 15 minutes a day this week prepping for 2018. Listen to this episode to find out why. Podcast: Play in new window | DownloadSubscribe: […]
I went to an amazing conference put on by the TEA this year on Storytelling, Architecture, Technology and Experience. There were a number of great speakers and subject matter experts that took the stage, including a panel of folks that were discussing Westworld and how close we may be to a world where life-like robots […]
It’s the end of the year which means not only are you and your company trying to finish strong, but your customers may be trying to do the same. On this episode I talk about a couple things to consider when closing out the year. Podcast: Play in new window | DownloadSubscribe: Android | RSS
If you are a fan of comic book movies and you haven’t seen Thor Ragnarok yet… I really don’t know what’s wrong with you. In Norse mythology, Ragnarok, or the Doom of the Gods, represents the end of the mythical cycle and of the world as we know it. It’s an Armageddon of sorts. Funnily […]
In years past, whether for Commercial Integrator or for rAVe I have done my Thanksgiving posts in a sort of “Blessings and Turkeys” theme, relating what I felt were the best and worst things AV gave us over the past year. This year however, when faced with a blank screen and a keyboard, I am […]
When you go to a sales meeting you most likely bring your phone, your computer, product brochures, and maybe even some ideas about what products and services your client may need to buy. This week I cast all those aside to relay what I think is the most important tool. Are you bringing it to […]
