This week I’m in flooding social media with a rant in a common way everyone starts their presentations. Click play to hear why you should never start a meeting with your “About Us” slide.

Big meetings can be nerve-wracking, and it’s tempting to plan your responses down to the letter. This week I talk about the difference between being prepared and being scripted.

Sometimes we need to leave tech speak behind and adopt analogies that everyone can understand. Today I offer a fun way to talk about audio.

Seeing that this episode is 101, I thought I’d go back to basics. Responsiveness is the stone in your sling that will help defeat Goliath.

When meeting with a client, not all roads have to lead back to your product or service. In this episode, I talk about how connection may be a more realistic and valuable goal for your meeting than a PO.

AV is an industry built around communication, but often times we fail to communicate or even understand our true value proposition. Listen to this episode to find out what we should be communicating to our clients.

This week’s Selling AV comes from a post I did on Linked In stating that I no longer want to have technology conversations. How do you have deeper conversations? Take a step back.

A major reason industries get commoditized is that they fall into selling products. This week I talk about asking a single question that helps you sell impact instead, which is something worth paying for.

As AV professionals, sometimes we get caught up in how cool technology is and talk a lot about “how” we do things. This week in Selling AV I share how to pivot and make those conversations count.

How do you escape some of your insecurities and give yourself permission to be the best version of yourself? Create a personal brand. Find out what I’m talking about on this episode of Selling AV.

Many times we have our clients compare the cost of our services to those provided by other trades like electricians. It’s tempting to match pricing to gain a client relationship, but in this week’s Selling AV, I talk about why this may be a very bad idea.

Sometimes, even after creating alignment and demonstrating value, a sale can get stuck. This week I talk about two ways to move things forward that may just mean checking your ego at the door.

Sometimes the answer to a better sale may not be in trying to force a close, but in walking away and leaving a trail. Find out how in my latest Selling AV.

Chris Scanlan, Sales Engineer at Capitol Sales, speaks with me about distribution for the AV & IT industry. We also cover fascinating topics like free design, order fulfillment, and how having a trained and knowledgeable staff from the industry helps their dealers and resellers succeed in their projects. We also talk about a few shows that you can …

The latest question from the AV Industry Professionals Group asks how we tackle the challenge of the consumerization of our industry. Here is a great way to start that conversation.

Mike Restrepo, Owner of Restrepo Innovations, speaks with me about his relatively new company, Restrepo Innovations, where he loves what he does, and forms a bond with each client to fulfill their dreams in the form of integration & automation. Mike details things in which separates his company from the pack, but also talks about CEDIA, & The HTA a…

Glenn Jystad (Director of Product Marketing) & I, speak about InFocus’ wondrous panel offerings for the Business, Higher-ED, & K-12 spaces, and so much more. Glenn Jystad joined InFocus in 2014, and is currently the Director of Product Marketing at InFocus. Glenn has contributed to bringing the InFocus Mondopad line to market as including the new m…

Jack Sharkey, Content Creation Manager and Digital Music Product Manager at KEF, graces the airwaves of AV Insider again, only this time we are discussing new products such as the LSX Wireless that truly defines what Wireless Audio should be like in terms of audio quality. We also discuss new audio formats, and the future of audio in general. All t…

I received quite a few suggestions from other AV Pros for this year’s episodes of Selling AV. This week I talk about knowing your enemy because it just might not be who you think it is.

Ron Rouse, VP of Sales at Wisdom Audio, speaks with me about Hi-Fi, & new products at Wisdom Audio. We cover everything from brand new products, that you’ll have to listen to learn about on this episode of AV insider, to new audio formats available today. For those who are unaware, Wisdom Audio provides high-performance entertainment solutions with…

Jeff Curtis, & Josh Thurman were invited back to AV insider to discuss the most important thing about AV, which is your network. Don’t agree with me? Listen to these two important key players at Legrand’s networking brand, Luxul, discuss the importance of continually continuing networking education, what type of devices live on your network, even t…

The first Selling AV topic of 2019 comes to us from an integrator in Australia. How do integrators better work with consultants to deliver value? Tune in to find out!

Hamid Farzaneh, CEO of Alea Labs, and I speak about air quality and why it’s important to not only the your enjoinment outdoors, but more importantly, indoors. We cover this topic from residential to light commercial applications, and how Alea Labs has really created something unique that nobody else is doing yet — but should consider partnering wi…

HEGEL Music Systems, world-renowned for high-performance audio electronics, has appointed Brad Paulsen as their new National Sales Manager for the US. Brad will add to the existing team, working closely with Hegel senior sales management Eileen Gosvig and Anders Ertzeid to grow and expand the company’s presence in the US Market. Brad joins us again…

Blake Vackar, VP Sales and Brand Manager at Screen Innovations, speaks with me about the latest and greatest “Screen Innovations” over at SI Screens. We cover everything to screen projections in space to, commercial applications, and phenomenal playback for all of us still living on earth. We talk about a few things I wont mention here in the descr…

Gina Sansivero, VP, Marketing and Corporate Communications at AtlasIED, speaks with me about her new role at Atlas IED. Gina & I speak about all things AtlasIED; what’s new, what’s coming, what to expect at tradeshows, and things she’s hopeful to achieve in the coming year of 2019. Of course we talk about AtlasIED’s roadmap, but I can’t give you al…

Laura Padilla, Head of Business Development & Channel at Zoom, speaks with me about Universal Communication and Collaboration, all things Zoom. We talk about what separates Zoom them from the pack of similar companies providing similar services in UCC. We also cover Zoom rooms, Zoomtopia, and a few AV insider “you can on hear about it here first” e…

I want to make Selling AV a collaborative effort in 2019, so here’s how I propose we do that with a new format in the New Year.

2018 is all but gone and it’s time to focus on success in the New Year. The best thing to do this week is to focus on how to do that. Learn how in this episode of Selling AV.

Eric Nakkila, CEO of Nakymatone, speaks with me about the latest advancements of his invisible loudspeaker company, and the direction moving forward into 2019. We cover everything from new models, what to expect at CEDIA 2019, and more AV Insider secrets that you can only hear on this episode of AV Insider.…

Megan Knedler, Director, Product Management — Furniture, speaks with me about Legrand/Middle Atlantic’s forward thinking furniture design in the Pro AV space. We cover everything from ADA compliant furniture, and some AV Insider secrets. Megan shares her talent and passion with us on this episode, and also lends dome foresight into Legrand’s AV Fur…

Bob Wudeck, Senior Director at BenQ North America, speaks with me about BenQ’s most excellent solutions, specifically in the Monitor & projector space for business solutions and CinePro. We cover everything form accuracy to clarity and performance, which BenQ is known for. We also talk about a few AV Insider firsts, that you can only heard on this …

Old school sales knowledge says to Always Be Closing. In today’s world that just doesn’t work. In this week’s Selling AV, I update the methodology to help you better serve your clients.

Even in an industry as exciting as AV, it can be hard to be excited about the product or service you represent day-in and day-out. In this week’s Selling AV, I talk about a couple ways to rekindle that passion.

Dan O’Donnell, VP of Sales at Key Digital speaks with me about their roots in AV, where Key Digital has expanded into; which is far beyond the birth of the DVD, signal extension and switching. We cover everything from their history, to their future, as well as a few up coming AV Insider firsts, you definitely won’t wont to miss and that can only be…

Tim Barnes VP Sales Operations, speaks with me about all things new at Kaleidescape. If you’re not already familiar with this brilliant media server/distribution company with added movie perks, go back and listen to episode 20 fist to get a better understanding of this extraordinary California based company, and then take a deep dive into this epis…

It’s the end of the year and you’re trying to hit that next level in your sales number. There’s only one sure way to fail. Find out what that is in this episode of selling AV.

Jeff Curtisand Josh Thurman both grace the AV Insider airwaves again, and this time we recap CEDIA 2018 announcements, as well as discuss the future of Luxul, a brand of Legrand. If you’re not familiar with either Jeff of Josh, please go back and listen to Episode 78 (Jeff’s first appearance) and Episode 129 (Josh’s first appearance) on AV Insider,…

Robert Keeler, VP of sales at Stewart Filmscreen and I speak about new product announcements at CEDIA, Rob’s background, the future roadmap for Stewart Filmscreen, a more consumer friendly approach online, and a few hidden gems that you can only hear on this episode of AV Insider.

Joey Kolchinsky, Founder & CEO at OneVision Resources, & Jason Griffing, Partner Development at OneVision, speak with me about the art and science of service, and what exactly “Service. Solved.” means. What it means for the integrator, the client, and more importantly, what it means for that relationship. Joey & Jason both provide crucial knowledge…

Josh Christian and I discuss the growth, & expansion of HTA Certified dealers across the united states; we also talk interest in other countries as well, and what that means for better designed and built homes. If your’e not familiar with the Home Technology Association, go back and listen to AV Insider episode 126, where he and I discuss their ear…

Karl Hantho, President of The Americas at Videxio, speaks with me about all things Videxio, and how they are changing the way business and communication is done in the modern world. What does that mean you integrators, and the end users, find out the answers to these questions along with finding all about universal communication and collaboration, …

This week’s Selling AV was inspired by a question I saw on Twitter. How do you overcome the objection that a client doesn’t want to invest in technology that will become obsolete in a few years? Take 4 minutes to hear my thoughts.

Jay Reitz, Principal at ESI Manufacturers Representatives, speaks with me about his passion for high-quality audio, how he uses passion to represent the finest SV & Technology brands, and educates his dealer base to be successful & knowledgeable AV Professionals. We cover everything form hi-res audio to actual audio trends in today’s market places,…

Ed McConaghy, CEO at RTI. speaks with me about all things automation from handheld remotes and single-room applications, to full fledge switching and controls of entire commercial and high-end residential applications. If you are unfamiliar with the terms home tech, home automation, automation in general, this episode of AV Insider is for you. As a…

JL Audio is planning some big things in their home audio division, & I for one, am excited. Doug Henderson, Senior VP of Home Audio at JL Audio, speaks with me about the future of JL’s Audio’s past, current offerings, and it’s future. We cover everything from Doug’s past experience as the former President of B&W, to his love of audio, and some more…

Marika Aquino, managing partner at TierPM, speaks with me about a concern I we both understand, and try to help with; our industry’s need for more AV/IT/Technology workforce. We discuss how TierPM is not just a staffing firm, that specializes in the AV/IT space, but rather industry professionals who provide profession based solutions for a multitud…

Most of my sales advice is aimed at helping you develop skills for your own job. This week, I am encouraging you to learn someone else’s job instead. Find out why by listening to this week’s Selling AV.

Large organizations are often difficult to navigate, and if you’re selling AV, you want all the advantages that you can get. This week, I talk a little about developing coaches to help you close more deals.

Rick Komendera, Vice President, Global Accounts at SurgeX, speaks with me about Surge elimination from AV systems, for the residential, & commercial spaces. We cover everything from prepping a job walk with their envision series product, so that we can understand what power issues may be waiting for your next install, and how to completely protect …