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PODCAST

Selling AV — rAVe [Publications]

rAVe [Publications]

Mark Coxon is an AV industry native and blogger for the rAVe BlogSquad. Listen to this short 5 minute podcast as Mark gives you pointers on the art of making the sale in the Audio Visual industry!

technology podcasting

All Episodes

5:23

Selling AV — Episode 44: Tactics Meet Reality

Selling AV — rAVe [Publications] ·

2016/12/17

As AV sales people we hear a lot of sales advice and tactics. But what happens when those tactics meet reality? In this Selling AV, I talk about a time I went against my gut to deploy a tactic I paid good money to learn and what happened as a result.

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4:52

Selling AV — Episode 43: Managed Services

Selling AV — rAVe [Publications] ·

2016/12/03

There is an obvious shift that needs to happen in Selling AV from a box-driven sale to a managed service offering. This week I give you two tips on how to make sure the customer sees the value in your service agreements so you can keep making that RMR!

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2:22

Selling AV — Episode 42: On a Lighter Note

Selling AV — rAVe [Publications] ·

2016/11/24

This week on Selling AV, a lighter message for a lighter work week. Happy Thanksgiving!

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4:50

Selling AV — Episode 41: The Audio Opportunity

Selling AV — rAVe [Publications] ·

2016/11/12

In an AV world sometimes dominated by HDBaseT, Video over IP, UHD and 4K, it is easy to get caught up in the opportunities of video. However there is a special talent needed to do audio right and that presents new opportunities for integrators with audio chops.

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5:25

Selling AV: Episode 40 — Fire Yourself

Selling AV — rAVe [Publications] ·

2016/10/28

Not every customer is for you, (although they may think that they are). Find out when it may be time to fire yourself to avoid a bad fit.

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3:45

Selling AV Episode 39: Be Specific

Selling AV — rAVe [Publications] ·

2016/10/20

In the AV world, referrals are like gold. This week on Selling AV we discuss why asking for referrals to everyone will actually yield referrals to no one.

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4:30

Selling AV Episode 38: Elevator Pitches are NOT Dead

Selling AV — rAVe [Publications] ·

2016/10/05

If you have heard some of the gurus of storytelling out there declare the elevator pitch dead, I am here to respectfully disagree. Listen to this Selling AV to find out how to effectively use an elevator pitch in the storytelling economy.

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5:00

Selling AV Episode 37: Restate, Reframe, Refrain

Selling AV — rAVe [Publications] ·

2016/09/21

Sometimes in AV we think we know what the client wants until we submit a proposal and they tell us otherwise. Don’t get frustrated! Follow these three steps to optimize the chances of partnering with the client to get the proposal right.

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4:41

Selling AV Episode 36: What You Want Doesn’t Matter

Selling AV — rAVe [Publications] ·

2016/09/10

Sometimes as AV salespeople and AV businesses we get hung up on what we want to sell our clients. Many times however, that may not align with what the client wants to buy. Listen to this week’s selling AV to hear the difference.

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4:45

Selling AV Episode 35: Be Present

Selling AV — rAVe [Publications] ·

2016/08/14

As sales people it’s typically hard for us to deliver bad news or say “I don’t know”. However when uncomfortable situations arise, it’s better to be present than to wait for the perfect answer. Find out why in this week’s Selling AV.

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4:59

Selling AV Episode 34: Malissa Dillman

Selling AV — rAVe [Publications] ·

2016/08/04

Products only succeed when companies have great people behind them. In this episode of Selling AV I give you a lead on an amazing industry veteran looking for a new home, Malissa Dillman.

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5:07

Selling AV Episode 33: Get Commitment

Selling AV — rAVe [Publications] ·

2016/07/30

The goal of Selling AV, getting commitment from our potential clients. Listen to this podcast for tips on selling AV!

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5:13

Selling AV Episode 32: Invest in Change

Selling AV — rAVe [Publications] ·

2016/07/23

Are you looking into a new path for revenue for your AV business or looking at potential new verticals? Give yourself the best platform to succeed by following one simple piece of advice.

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4:24

Selling AV Episode 31: Talk to Marketing

Selling AV — rAVe [Publications] ·

2016/07/16

As AV sales professionals, many times we end up approaching the IT department first, as they will have the final technical approval of our systems. This week I give a couple reasons why we should be starting some of these conversations in the marketing department instead.

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4:35

Selling AV Episode 30: Post InfoComm Advice- Try...

Selling AV — rAVe [Publications] ·

2016/07/07

You’ve just returned from the largest commercial AV tradeshow and have been bombarded with all sorts of new products and services. In this Selling AV I challenge you to try something new after the show, and I give 2 simple tips on how to make that transition easier. Think of it as your 5 minute sales manager.

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4:24

Selling AV Episode 29: Post InfoComm Advice- Get Back...

Selling AV — rAVe [Publications] ·

2016/06/30

As are many other things in life, our AV businesses are all about momentum. This week I talk about ways to maintain and/or regain momentum after InfoComm. Think of it as your 5 minute sales manager.

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3:37

Selling AV Episode 28: My InfoComm Advice? Be Quiet.

Selling AV — rAVe [Publications] ·

2016/05/31

InfoComm is the year’s biggest commercial AV event. As a manufacturer or manufacturer’s rep spending big bucks for space on the floor, the best thing you can do is be quiet. Listen to the Selling AV to find out why.

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4:42

Selling AV Episode 27: My InfoComm Advice? Bring a...

Selling AV — rAVe [Publications] ·

2016/05/24

InfoComm is the year’s biggest commercial AV event. Last time I encouraged you to bring a client to the show. However, if that just isn’t possible, bring a project instead. Listen to the Selling AV to find out why.

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2:57

Selling AV Episode 26: My InfoComm Advice? Bring a...

Selling AV — rAVe [Publications] ·

2016/05/17

InfoComm is the year’s biggest commercial AV event. If you want to get the most of your time, bring a client. Listen to the Selling AV to find out why.

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5:12

Selling AV Episode 25: Residential vs. Commercial

Selling AV — rAVe [Publications] ·

2016/04/16

There are many technical differences between Residential and Commercial AV, and also differences of opinion on how far apart the two disciplines are in that regard. However, in my experience on both sides of the industry, there is one difference between the two that is undeniable. Tune in to find out what it is.

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104 results

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