It’s great to have knowledge of your potential client’s business, that is unless that knowledge becomes baggage. This week, learn how to listen with a blank mind to better serve your customers.

If you’re in residential integration, it’s hard to get a quick read on how technical your homeowner is. In this week’s Selling AV, I share a little trick I used to use to steer my technology conversations.

InfoComm 2018 is behind us and we’re back to work, trying to close out the last half of the year. This week, find out how integrators can use InfoComm to boost sales over the next few months.

The inspiration for this week’s Selling AV came from a friend who asked me what I thought of emailing proposals. Listen to hear a couple of my thoughts on the matter.

Many times we bend over backward trying to win that big client, doing everything they ask without ever getting anything in return. This week we talk about how to reverse that tide and get something we need as well.

This weekend in a Twitter chat, someone asked what career advice you’d give your younger self. Two main themes emerged. Listen in to hear what they were.

If you’re selling AV, you’re most likely making phone calls. This week I talk about the worst possible reason to make a call and how to avoid it.

Many times in AV we focus on our closest manufacturing or integration competitors when selling our products and services. However, in today’s environment, there is always a hidden competitor you should be watching out for.

Today we talk about three things successful comics do well that we should learn from in sales. Think of it as your 5 minute sales manager.

As salespeople, we’re told persistence is a virtue. This week I share a sales call gone wrong to show why persistence may sometimes be a liability.