AV Sales Approach and the Need to Change

In this article and video, Alan Brawn provides insight on the challenges faced in AV sales. He starts the article with two ideas that come from research and his involvement in the industry:

Concept 1: Sales are harder than they used to be

Concept 2: Most buyers spend significant time researching providers before they engage sales, and some don't want to engage sales people at all.

This is worth the read and a listen for AV sales people. However, it is also interesting if you are a buyer of these goods and services because you can learn more about how a competent and earnest sales person is hoping to engage with you.