On this episode of the Commercial Integrator AV+ podcast, Dan Ferrisi, host and editor-in-chief, chats with Alan Brawn, principal of Brawn Consulting and CI's very own monthly Brains & Brawn contributor. With 70% of purchasing decisions happening before a salesperson gets involved, the role of a salesperson is changing and the marketing goes hand-in-hand with the product itself. The duo discuss the following:

• the ideal customer profile (4:42)
• the difference between sales and marketing (8:14)
• methodologies marketing and sales people in the commercial AV industry and integration companies should be implementing (13:54)
• and much more!

For more exclusive AV+ interviews visit CommercialIntegrator.com.