rAVe [TV] — Episode 127.1: Day One LIVE at CEDIA Expo/Commercial Integrator Expo 2023

It’s the first day of CEDIA Expo/Commercial Integrator Expo 2023! We’re so excited and Emily Dean and I have so much fun lined up in this episode. Our guests include: Mark Coxon, Business Development Director – XTG, AVI-SPL, Michelle Montazeri, Director, Digital Signage, Legrand AV, Bryan Meszaros, CEO and Founder, OpenEye Global. We talk about […]

rAVe [TV] — Episode 127.1: Day One LIVE at CEDIA Expo/Commercial Integrator Expo 2023

Selling AV — Episode 134: How to Qualify Customers and Projects Part 2

Even if a customer meets your ideal profile, sometimes we need to qualify the project further to ensure we’re equally invested. Listen to this Selling AV episode to find out how. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 134: How to Qualify Customers and Projects Part 2

Selling AV — Episode 133: How to Qualify Customers and Projects Part 1

How do we continue to grow our businesses effectively as technologies change? The secret to qualifying new customers and projects lies beyond the technology itself. Give this episode a listen for more! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 133: How to Qualify Customers and Projects Part 1

Holiday Wishes from rAVe [TV]

On the last episode of rAVe [TV] for 2022, our pal Mark Coxon wrote an original holiday jingle for hosts Steph Beckett and Gary Kayye. Watch the video below to see the holiday wishes, which includes a shout-out to our sponsors Legrand I AV and Shure! rAVe [TV] will be back on January 4, 2023. […]

Holiday Wishes from rAVe [TV]

Selling AV — Episode 132: Lead, Follow or Lose on Margin

In today’s world, you can win on price and not make money, bid to make money and lose on price … or you can lead the problem-solving and discovery process to create a scenario — and everyone wins. Listen to this Selling AV to find out how. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 132: Lead, Follow or Lose on Margin

Selling AV — Episode 131: Setting Proper Expectations

In sales, the biggest mistake can often be failing to set the proper expectations. In this episode of Selling AV, Mark Coxon talks about how early communication can have a positive effect in the long run. Find out why that is by checking out this latest podcast!   Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 131:  Setting Proper Expectations

Learn How to Handle Unique Digital Signage Installs

Digital signage has gone from simple 2×2 video walls to monstrous installations in any shape you can imagine, but the unlimited possibilities can make for frustrating installs. On an April 6 LAVNCH & LEARN, Megan A. Dutta will be joined by Mark Coxon and Ryan Reviello to discuss the best practices for handling unique digital signage installations. “I’m excited […]

Learn How to Handle Unique Digital Signage Installs

Selling AV — Episode 130: Online and Hands-On

We live in a world of endless online meetings. Want to make yours stand out? Add a hands-on component. Now, how do you do that? Listen to this Selling AV episode to find out. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 130: Online and Hands-On

Selling AV — Episode 129: Does the Math Really Matter?

If you’re an AV Professional, should you know the math behind your system designs? Does the math really matter?  Find out on this episode of #SellingAV! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 129: Does the Math Really Matter?

Selling AV — Episode 128: The First Meeting

As salespeople, we are always eager to tell the story of how we help customers. It’s not a bad story to tell, but perhaps it’s better to start with learning a little about the person on the other side.     Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 128: The First Meeting

Selling AV — Episode 127: Two Tips for Better Presentations

It’s tempting to use slides as a crutch and read them like a script to the audience (or even have them read along). However, this is a bad idea for several reasons. Get my two tips on better presentations in this episode. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 127: Two Tips for Better Presentations

Th[AV]nkful

As we approach the Thanksgiving holiday in the U.S., I sat down to reflect on what I’m thankful for this year. And, as always, it’s #AVTweeps. It made my heart so incredibly happy to see so many of my AV friends at InfoComm this year in Orlando. Throughout the pandemic, we’ve been using technology to […]

Th[AV]nkful

Alexis AV Talk — Episode 7: How Farisa Ahmed Launched Her Career and Considers Barry Grossman a Mentor

This time, I have a conversation with Farisa Ahmed and Barry Grossman — plus, I’m joined by a guest co-host, Mark Coxon, to discuss workforce development in Episode 7 of Alexis AV Talk. While attending a monthly industry meeting, Barry made himself available as a resource for anyone interested in learning more about the audiovisual industry. Farisa introduced herself and […]

Alexis AV Talk — Episode 7: How Farisa Ahmed Launched Her Career and Considers Barry Grossman a Mentor

Selling AV — Episode 126: It’s in the Way You Say It

Lately, there’s a lot of focus on the sales technique of “challenging” customers and their business decisions. I’m all for challenging assumptions, but the way you do it makes all the difference. So tune in to hear my thoughts on what to say … and what not to. Podcast: Play in new window | DownloadSubscribe: […]

Selling AV — Episode 126: It’s in the Way You Say It

Selling AV — Episode 125: Sales Script Vs. Sales Approach

It’s good to have an idea of your goal for a meeting, but — of course — you don’t want your meeting to be overly scripted. Learn how to keep EQ in the equation for achieving your desired outcome. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 125: Sales Script Vs. Sales Approach

Selling AV — Episode 124: Consumerization of AV

We spend way too much time upfront combating the consumerization of AV. This week I address how to capitalize on momentum of consumer tech experiences to lead into your professional AV sale. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 124: Consumerization of AV

Selling AV — Episode 123: Interactive Storytelling

OK, so I’m clearly on a storytelling kick. Tim Duncan asked about storytelling on Twitter, so I thought I’d share an effective and interactive story I’ve found myself telling more than once. Enjoy! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 123: Interactive Storytelling

Selling AV — Episode 122: Tell Better Stories

If you’ve been telling people about your product or service and find that they’re just not responding, perhaps you need to tell better stories. In this Selling AV, I talk about how to do just that. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 122: Tell Better Stories

Co.Lore (Company Lore) Stories Through Space — Episode 5: Carlos Carrasquillo of Wolcott Architecture

Mark sits down to talk with Carlos Carrasquillo about his journey into design and architecture, how space can inspire behavior and how we use it to build community.

Co.Lore (Company Lore) Stories Through Space — Episode 5: Carlos Carrasquillo of Wolcott Architecture

Selling AV — Episode 121: Always Add Value

If you’re in sales, you’ve heard plenty of advice on how to close, get the sale, get the PO, win. Today, I ask you to consider switching your perspective to adding value instead. Listen to find out how changing your thinking can change your outcome. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 121: Always Add Value

Selling AV — Episode 120: Better Sales Presentations

When going in for a big presentation, salespeople often spend quite some time creating what they believe is the perfect deck of slides to best promote their company and its products and services. However, overdependence on the “sales presentation” may just be blocking your chances of success. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 120: Better Sales Presentations

HD Distributing Hires Mark Coxon As Western Regional Sales Director

HD Distributing just hired Mark Coxon as its new Western regional sales director. Coxon will manage the HD sales efforts in the Western region, with an emphasis on the direct-view LED market.   Coxon will be responsible for driving revenue and increasing awareness across all of HD Distributing’s LED-focused solution set. He will also oversee rollouts […]

HD Distributing Hires Mark Coxon As Western Regional Sales Director

Selling AV — Episode 119: Selling (Your) AV (Company): an Interview With Jay Myers

I sit and talk to Jay Myers about his book “Rounding Third and Heading Home: The Emotional Journey of Selling My Business and the Lessons I Learned Along the Way.” Jay shares lessons he learned over the 22 years he spent building his AV business, eventually resulting in a sale to the world’s largest integrator. […]

Selling AV — Episode 119: Selling (Your) AV (Company): an Interview With Jay Myers

Selling AV — Episode 118: The Plastic Shovel

What does a plastic shovel have to do with selling technology? Great Question! Tune in to find out! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 118: The Plastic Shovel

LAVNCH WEEK 3.0: The ProAV Day Roundup

Within the amazing evolution of AV this past year, we’ve seen new solutions along the lines of UCC, digital signage, dvLED, projection, voice/gesture control and so much more. What will be the keys to 2021 success? Preparation, connection and agility, Rich Ventura of Sony said as he joined the LAVNCH WEEK 3.0 welcome segment to […]

LAVNCH WEEK 3.0: The ProAV Day Roundup

Gary Explains Why You Should Attend LW3, Unofficially Gives Us a Tour of rAVe’s Office and ‘Star Wars’ Decor

As I hope you’ve now heard, LAVNCH WEEK 3.0 — three full days of exceptional AV, UCC and Digital Signage-focused education slash content slash thought leadership offering AVIXA CTS RUs — is happening next week. Taking place Feb. 9-11, LAVNCH WEEK 3.0 (what we sometimes like to shorten to LW3 when character counts are tight) […]

Gary Explains Why You Should Attend LW3, Unofficially Gives Us a Tour of rAVe’s Office and ‘Star Wars’ Decor

Selling AV — Episode 114: Considering Environmental Factors in Your AV Designs

The look, feel, and workflow a space needs to provide are not always easily found on the floor plan. This week, I answer a question from Graham Kirkpatrick on how to better align our systems with furniture, fixtures, and equipment  to create efficient and cohesive designs. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 114: Considering Environmental Factors in Your AV Designs

The Four Rs — Survive to Thrive

I think I can confidently say that we’re tired of hearing about “Unprecedented Times” and “The New Normal.” The truth is that things are always in flux, and there are always businesses that are making money hand over fist while others are struggling to get by. Sure, a global pandemic and economic meltdown has caused […]

The Four Rs — Survive to Thrive

How to Build Trust and Value (and How NOT To)

In 1966, architect Cedric Price famously said, “Technology is the answer, but what was the question?” Could we be living in a time where this statement was ever more true than today? Take a stroll through LinkedIn and you will see a plethora of technology posts, all proclaiming that the solution to your problems is […]

How to Build Trust and Value (and How NOT To)

LAVNCH WEEK ProAV Tech Talk: “Using AV to Trigger Biology” with Mark Coxon — The Blog Version

In the greater context of AV systems and design, Mark Coxon asked in his Tech Talk presentation for LAVNCH WEEK today, “Why do we bother with all this stuff?” There’s no ONE answer to using audio and video to tell a good story. So how do we do it? Turns out a lot of the […]

LAVNCH WEEK ProAV Tech Talk: “Using AV to Trigger Biology” with Mark Coxon — The Blog Version

Nature, Nurture and Legacy Spaces: The Problem with Design

So, unless you’ve been under a rock, you’ve seen hundreds of posts about remote work, video conferencing and collaboration in the last few days. The craziness of today’s events has forced companies to adopt video conferencing and remote collaboration solutions on a scale that we haven’t seen. Some think that this bodes well for the […]

Nature, Nurture and Legacy Spaces: The Problem with Design

Five Ways to Keep Your Integration Business on Track

If you’re like me, you’ve seen a slew of articles about “opportunities” for the AV industry during the current pandemic.  Most of these are marketing pieces, meant to promote a manufacturer’s products or to promote services by addressing the fear, uncertainty and doubt that is part of the current Zeitgeist. Work form home solutions and […]

Five Ways to Keep Your Integration Business on Track