Sales & Marketing


Top Story in Sales & Marketing

A Case for Showrooms Making, Not Wasting, Money
Hard to envision technologies like unified communication and collaboration lend themselves to showroom selling, but the long-abandoned showroom concept is beginning to -- slowly -- re-emerge.

Sales & Marketing Features

Meet the New Editor of TechDecisions: Me
How (with your help) CI will build connections and spur dialog between integrators, consultants...
Elusive Service Revenue: The Key to Sustaining Success
It was clear at 2014 NSCA BLC that integration firms understand how important the service...
5 Tips for Creating Unparalleled Customer Experiences
All companies claim that customer support is a top priority, but how many are...


All Entries Filed in Sales & Marketing

What Are You Thinking… Not Managing Your Customers’ Experiences?
What exactly is the customer experience worth? Find out in this month's What Are You Thinking blog post.

Rethinking the Value You Offer Customers
Are you and your business creative enough? Integrators need to rethink what their products and services mean to customers, and look to create more value.

What Are You Thinking… Still Marketing With Press Releases?
The integrator's press release has seen its best days. Learn newer, better options for self-promotion in this month's 'What Are You Thinking' blog post.

A Case for Showrooms Making, Not Wasting, Money
Hard to envision technologies like unified communication and collaboration lend themselves to showroom selling, but the long-abandoned showroom concept is beginning to -- slowly -- re-emerge.

How to Transition Existing Clients to Services
To begin positioning managed services to your customers, speak to pain points.

Adapting Your Sales Strategy for Service Revenue
Learn to rethink value and differentiation, fine tune your sales pitch, and adjust your compensation plan for the transition to a service-based business model.

Are We There Yet? Ask Your Salespeople
If you haven’t done so already, it’s time to push quality over quantity throughout your sales process and rethink the path to a project’s success.

Is Content the New Sales Call?
You've heard it before: content marketing beats the pants off of advertising. Now Google has more evidence of this phenomenon.

How GDP Shrinkage Affects an Integrator Like Me
What might have caused the shrinking GDP... and can you use it to your advantage?

How to Speak HDMI, HDBaseT and Cat 5 to Clients
Integrators share connectivity sales tips for HDMI, HDBaseT, Cat 5 and more.



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Recent comments

It’s no secret that the large AV integrators have been having difficulties over the past several years…

Posted by Gr82Collaborate on 2014 10 01 · commented on
'AVI-SPL Sells Hotel, Equipment Rental, Event Production Division'.

Thanks for your input! We would love to check out these bars for our 2015 list of the Top 25. (And we will…

Posted by Chelsea Cafiero on 2014 10 01 · commented on
'Top 25 Bars to Watch College or Pro Football'.

Albany, NY has a great sports bar; Graney’s on New Scotland Avenue. It is a smallish place, but has…

Posted by Biff Fischer on 2014 09 30 · commented on
'Top 25 Bars to Watch College or Pro Football'.

A valid subject of debate with salient arguments from both sides.

First comment:  Both IT and…

Posted by Lorin Nelson on 2014 09 29 · commented on
'AV and IT: Friend or Foe? You Decide!'.