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...


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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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An AV Guy's Guide to Talking IT

By no means a thorough resource, more of cheat-sheet, this quick glossary of IT terms will at least help AV integrators demonstrate some basic network knowledge when speaking to their clients' CIOs and IT directors.

What Are You Thinking… Seeking RMR From Yesteryear’s Trends?
5 Strategies for Selling and Renewing Service Plans
Getting Over That Growth Hump: 5 Questions to Ask Yourself
Are Tech-Trained Millennials the Right Hire for AV Integrators?
View more blog posts
White Paper:
Campuses Banking on Emergency Notification, Upgrades

A survey from CI sister publication Campus Safety shows that one in two campus protection professionals say their institutions plan on or are considering deploying new/upgraded emergency alert solutions in the next year.

Webcast: Unscrambling Your AVB, HDBaseT Questions
White Paper: Technology Brief on Control Rooms
White Paper: The Voice: How to Design Emergency Communication Systems with Announcements
White Paper: Digital Signs of the Times
White Paper: A Snapshot of the Onsite Freelance & Contractor Workforce
Webcast: 7 Ways an Integrator Can Save Clients Money on Utility Costs
White Paper: 3 Dazzling LED Panel Implementations
View more papers or webcasts



Recent comments

Thanks for your comment, Alan. I understand and appreciate your frustration about the pictures and belief…

Posted by D. Craig MacCormack on 2014 10 14 · commented on
'Inside Look: Long Island Railroad's Hiperwall Command Center Unveiled'.

Too bad the pictures only show a promo of IntraLogic and no real or simulated picture of what was used during…

Posted by Alan M Hoffberg on 2014 10 14 · commented on
'Inside Look: Long Island Railroad's Hiperwall Command Center Unveiled'.

Benson - nicely done.  This is a trend in some of the smarter integrators in AV, but needs the kind of…

Posted by dave fahrbach on 2014 10 10 · commented on
'5 Strategies for Selling and Renewing Service Plans'.

For sure it’s not always better! Maybe just selling better!

Posted by Argis on 2014 10 06 · commented on
'Getting Over That Growth Hump: 5 Questions to Ask Yourself'.