Training and Retaining Your Best AV Salespeople

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Focusing on effective sales growth can be either proactive or reactive. A proactive personal development plan (PDP) helps your salespeople self-assess their current capabilities and articulate a proposed set of growth areas for themselves. A reactive personal improvement plan (PIP), on the other hand, is not initiated by the salesperson but by their manager as […]

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The Future of AV: Educate. Engage. Encourage.

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When does selling audiovisual technology shift away from the outdated features and benefits sales model and transform into something entirely different? Something so radically divergent that it actually makes sense to an AV industry in transition? 2018’s technology stack is here with the answer: when vendors leverage the social, marketing and sales technologies to go […]

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Ask Powerful Questions to Increase Sales to Churches

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Audiovisual (AV) vendors often see themselves as the expert and church buyers as wanting their expertise. This leads to the slippery slope of blurred differentiators, which reduces the vendor’s position as a solution provider down to a commodity sales provider amidst the mass of competing vendors. Instead, AV vendors who will be most successful in […]

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