What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships-and you’d be wrong. The best salespeople don’t just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove
Project Management should not be about firefighting. On this episode of the Navigator, Brad Malone is joined by Tofiq Indawala, Director of Product Management at Solutions360 to continue our series of discussions on project management. Too often, we see integrators that believe the role of the Project Manager is to
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Every day, good integration companies suffer because they create value for customers, yet they are unable to fully explain the value customers get from their solutions. Then the decision falls
We have to face the truth: the process of selling is broken. Customers have more choices and are under intense pressure. Yet few companies are facing this reality. More than ever these days, the sales process tends to be a war about price, a frustrating, unpleasant war that takes all
On this episode of The AV Profession, Brad Malone joins Tim Albright to discuss real-time project numbers – financials, hours, payroll – what are some of the key numbers that integrators need to get right? Financials are always important, but they are also a lag measure. “In
Navigate frequently comes across the concept of integrators using profit sharing and project-based bonuses to drive growth. On this episode of the Navigator, Brad Demspey, CEO of Solutions360 joins Brad Malone to discuss how integrators can successfuly implement financial incentives that help grow the business. A lot of integrators
This has never happened before. You are operating your business in a time when something is happening that is so momentous it has never happened before. Jim Blasingame identifies it as an epochal marketplace shift that’s causing the 10,000-year-old Age of the Seller to be replaced by the Age of
What are the impacts of being a sales driven organization? On this episode of The AV Profession, Brad Malone joins Tim Albright to talk about the culture of your integration business, and how it can impact your employees and your customers. “Often, when I work with integrators they’ll say,
How do you hand project management forecasting in your integration business? One of the challenges Navigate often hears from project managers is a lack of ability to manage and forecast resources. In this video, Brad Malone is joined by Brad Dempsey, CEO of Solutions360, to discuss how forecasting leads
I’ve been a student of human behavior and performance for as long as I can remember. In second grade, I noticed that the kids who were the loudest in class also did poorly on their schoolwork. I correlated loud voices with bad grades. (For the record, I have no data
