Who is the best person on your integration team? Where are you getting the highest value? Is it the engineer who can design a flawless system and bring it life through a detailed program report and drawing package? Is it the project manager who manages time, scope, and cost with incredible resource management skills and […]

(An exerpt from the book Da Vinci Sales – The 7 Keys to Selling Like Leonardo) Sales is a dog eat dog world. In sales you don’t have time to care and you can’t be weak…or can you? Should you?  Does sympathy pay off in sales? If so, which should you be, sympathetic or empathetic? […]

There is an encouraging shift happening in the AV Integration industry.  This shift is happening at the integrator level and at the manufacturer representative level. If you are a not a part of it, you will absolutely need to be or you will be left behind — barefoot and in the cold. This shift illustrates […]

How many sales people do you have that transitioned from technical staff into sales? How many of those people had proper sales training? How many of your sales staff has had any formal sales training for that matter? Does it matter? Of course it matters. Back a while ago in my blog I recalled the […]