This week I go to LinkedIn and answer this question from Jason Ward: “When do you walk away from an opportunity?” Tune in to learn when to walk away (and when to run).

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.

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!

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!

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.

If you’re an AV Professional, should you know the math behind your system designs? Does the math really matter? 

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.

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.

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.