The commercial AV integration industry is ever-changing, and that means sales strategies for businesses also must be dynamic and responsive to emerging needs. In recent years, we’ve seen the conversation shift away from technology/hardware and more toward business outcomes and business needs. Thus, to be most effective, AV salespeople need to shift from being technology architects to being business consultants. That means focusing not merely on a particular product but, rather, on key trends across verticals and related businesses.
Commercial Integrator and NSCA will jointly present an informative webinar offering in-depth insights into how the sales conversation has changed and how AV integration businesses can positively differentiate themselves.
Our presentation will touch on all of the following:
- The importance of integration businesses focusing on building long-range technology roadmaps with customers
- How a pivot like this can help your business be less beholden to the whims of the bid market
- Why shifting to a consultative selling methodology and communicating value to your customers early in the sales process are critical to supporting growth in managed services, project margins and AVaaS.
Commercial Integrator and NSCA have brought together a remarkable panel of industry observers and experts, including the following:
Dale Bottcher, executive vice president, global sales and marketing, AVI-SPL
Tyler Ebnet, principal consultant, Revenueify
Kyle Habben, president and CEO, Electronic Contracting Company
Dan Ferrisi, editor-in-chief, Commercial Integrator
Commercial Integrator and NSCA both exist to help AV integrators run their businesses better, and, in so doing, help clients optimize their own operations. The first step to achieving this is to reimagine what “sales” means for AV businesses today. Our exclusive, one-hour, jointly produced webinar will help you do so!
Stock image credits: Stock.adobe.com/amnaj.
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