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.

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.

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!

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.

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.

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.

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. This is a story of business resilience and stewardship you don’t want to miss!

Check out Jay’s other two books here as well.

What does a plastic shovel have to do with selling technology? Great Question! Tune in to find out!

“Value engineering” are two of the most dreaded words in AV — they typically mean compromising system designs to meet the client’s budget. Most of the time, integrators use a shotgun to evenly distribute the discount across the project. In this episode of Selling AV, I suggest that may be a really bad idea, and I give some thoughts on how to better achieve the client’s goals by being more calculated about where to take aim.

It’s always a great idea to have conversations around Technology at a higher level with regards to the value it brings to a business. As such, it’s tempting to talk about Return on Investment (ROI), but is that always the best approach? Listen in to hear my thoughts.