Selling AV

There is an obvious shift that needs to happen in Selling AV from a box-driven sale to a managed service offering. This week I give you two tips on how to make sure the customer sees the value in your service agreements so you can keep making that RMR! Podcast: Play in new window | […]

This week on Selling AV, a lighter message for a lighter work week. Happy Thanksgiving! Podcast: Play in new window | DownloadSubscribe: RSS

In an AV world sometimes dominated by HDBaseT, Video over IP, UHD and 4K, it is easy to get caught up in the opportunities of video. However there is a special talent needed to do audio right and that presents new opportunities for integrators with audio chops. Podcast: Play in new window | DownloadSubscribe: RSS

Not every customer is for you, (although they may think that they are). Find out when it may be time to fire yourself to avoid a bad fit. Podcast: Play in new window | DownloadSubscribe: RSS

In the AV world, referrals are like gold.  This week on Selling AV we discuss why asking for referrals to everyone will actually yield referrals to no one. Podcast: Play in new window | DownloadSubscribe: RSS

If you have heard some of the gurus of storytelling out there declare the elevator pitch dead, I am here to respectfully disagree.  Listen to this Selling AV to find out how to effectively use an elevator pitch in the storytelling economy. Podcast: Play in new window | DownloadSubscribe: RSS

Sometimes in AV we think we know what the client wants until we submit a proposal and they tell us otherwise.  Don’t get frustrated! Follow these three steps to optimize the chances of partnering with the client to get the proposal right. Podcast: Play in new window | DownloadSubscribe: RSS

Sometimes as AV salespeople and AV businesses we get hung up on what we want to sell our clients.  Many times however, that may not align with what the client wants to buy.  Listen to this week’s selling AV to hear the difference. Podcast: Play in new window | DownloadSubscribe: RSS

As sales people it’s typically hard for us to deliver bad news or say “I don’t know”.  However when uncomfortable situations arise, it’s better to be present than to wait for the perfect answer.  Find out why in this week’s Selling AV. Podcast: Play in new window | DownloadSubscribe: RSS

Products only succeed when companies have great people behind them.  In this episode of Selling AV I give you a lead on an amazing industry veteran looking for a new home, Malissa Dillman. Podcast: Play in new window | DownloadSubscribe: RSS

The goal of Selling AV, getting commitment from our potential clients. Listen to this podcast for tips on selling AV! Podcast: Play in new window | DownloadSubscribe: RSS

Are you looking into a new path for revenue for your AV business or looking at potential new verticals?  Give yourself the best platform to succeed by following one simple piece of advice. Podcast: Play in new window | DownloadSubscribe: RSS

As AV sales professionals, many times we end up approaching the IT department first, as they will have the final technical approval of our systems.  This week I give a couple reasons why we should be starting some of these conversations in the marketing department instead. Podcast: Play in new window | DownloadSubscribe: RSS

You’ve just returned from the largest commercial AV tradeshow and have been bombarded with all sorts of new products and services.  In this Selling AV I challenge you to try something new after the show, and I give 2 simple tips on how to make that transition easier.  Think of it as your 5 minute […]

As are many other things in life, our AV businesses are all about momentum.  This week I talk about ways to maintain and/or regain momentum after InfoComm.  Think of it as your 5 minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

InfoComm is the year’s biggest commercial AV event.  As a manufacturer or manufacturer’s rep spending big bucks for space on the floor, the best thing you can do is be quiet.  Listen to the Selling AV to find out why. Podcast: Play in new window | DownloadSubscribe: RSS

InfoComm is the year’s biggest commercial AV event.  Last time I encouraged you to bring a client to the show.  However, if that just isn’t possible, bring a project instead.  Listen to the Selling AV to find out why. Podcast: Play in new window | DownloadSubscribe: RSS

InfoComm is the year’s biggest commercial AV event.  If you want to get the most of your time, bring a client.  Listen to the Selling AV to find out why. Podcast: Play in new window | DownloadSubscribe: RSS

There are many technical differences between Residential and Commercial AV, and also differences of opinion on how far apart the two disciplines are in that regard.  However, in my experience on both sides of the industry, there is one difference between the two that is undeniable.  Tune in to find out what it is. Podcast: […]

This week I focus on two things that can make a better AV salesperson.  The tips come from a media mogul I met while doing residential AV systems in Arizona.  Think of it as your 5 minute Sales Manager for the week. Podcast: Play in new window | DownloadSubscribe: RSS

If you have been selling AV for any amount of time you know that Sellin’ Ain’t Easy.  In fact, if it were we wouldn’t be on 23 episodes of this show and counting.  This week’s show gives those considering a career in Selling AV a little insight as to what they can expect. Podcast: Play […]

Life is full of opportunities for us professionally and personally — but sometimes those opportunities aren’t obvious. That is why this week, I talk about never missing a chance to… Podcast: Play in new window | DownloadSubscribe: RSS

Gone are the days where sales people wear a suit and tie to every meeting. So given the differences between regions and the businesses we call upon, how do we assure we always look professional? Find out in this week’s Selling AV. Podcast: Play in new window | DownloadSubscribe: RSS

In today’s world of traditional and digital communications, it’s important that you pay attention to how your customers like to communicate and make sure you meet them where they are. Take a five-minute spin through this topic and get a little bonus piece of advice in this week’s Selling AV. Podcast: Play in new window […]

If you are in the business of selling AV, odds are you’re in the wrong job. What do I mean and how do you fix it? Listen to this week’s Selling AV to find out. Think of it as your five-minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

It’s easy to let the complexity and unique nature of the systems we are working on determine the level of our excitement. How do you stay enthusiastic while providing small and simple solutions? Listen to this week’s Selling AV to find out!   Podcast: Play in new window | DownloadSubscribe: RSS

Creating relationships with General Contractors is an obvious strategy for securing AV work.  Given that, everyone else is doing it too!  If you want to increase your chances of landing jobs with GCs, take a listen to this week’s Selling AV. Podcast: Play in new window | DownloadSubscribe: RSS

There is an interesting new blog on rAVe by Omar Prashad that coins a new term called “Scope Seep.” If you haven’t read it, check it out here. Based on that, this week on Selling AV, I thought I’d give some advice on avoiding the “free” trap.  Take it for a spin — it’s only […]

Real estate agents are highly sought after networking partners, which means that sometimes it is hard to establish yourself as their go-to AV expert against your competition. This week’s Selling AV gives you some advice on how to isolate the right agents and then give yourself the best chance to earn their referral business. Think […]

Do you want to trade referrals for AV work? Then you need to get out there and network with other trades. Tune into this week’s Selling AV to find out who the best networking trade partners are. Think of it as your five-minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

There are plenty of resources that offer to sell you construction leads, but are they worth the investment? Listen to this week’s Selling AV to get Mark’s take on if these lists are valuable and how to get the most from them. Think of it as your five-minute sales manager. Podcast: Play in new window […]

Do you want to add some fuel to your AV network? This week on Selling AV, we talk about three important associations you may want to join if you are doing commercial AV work. Think of it as your five-minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS