Many times when talking to someone on a cold call, they will share a reason for not engaging with you at that time. Tune in to find out how to assure the reason is the right one, and to learn about the 4 types of objections that are offered.

Assumptions crush cold calls. If you’ve ever been taught to assume the relationship and assume the sale, you need to stop right now and listen to this episode for 3 tips on first contact.

If you want to be successful in navigating a new organization, you need an ally. In this episode, I tell you what phrase you need to eliminate from your vocabulary and who that first ally may be.

In today’s world, we have access to all sorts of information about our prospective clients. As professionals, we need to be diligent about doing our homework before we make that first call. This episode talks about what that homework should include.

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.

This week’s question came from Lance Feldenkreiss via Twitter:

How do you sell a suite of services like integration, managed services, staffing, etc., under one account manager?

Listen in to hear a few tips on how to make this happen.

This week’s selling AV topic came from Chris Neto on Twitter who asked “How do you host a dynamic sales presentation online?”

Tune in to hear 3 quick and easy ways to make sure you engage your audience in a way that makes sure the most relevant content is what they remember.