Who should be responsible for the estimating process? One of the issues Navigate often addresses with customer is the estimating process. Today, our own Steve Riley is joined by Tofiq Indawala, Director of Product Management at Solutions360, to discuss who should be responsible for the estimate. “This is a conversation
What Should You Do When Customers Have Unrealistic Expectations? In the middle of 1999, I was a regional sales manager for a manufacturing company, covering most of the eastern US and Canada. My boss, Scott, decided to join me on the road one week in the Philadelphia area. Although the
How many days of selling do you think you have left this year? Think about it: you have three days this week, five days next week, and four days the week of the 16th. If you think you’re going to get anyone’s attention on Friday the 20th, or any day of the
About six years ago I was having a beer with a business development director of a system integration client of ours. He shared a memorable story with me, which I’ll paraphrase below. “Chris, I’ll tell you what concerns me – and it’s not our competition. A few weeks ago, I
By Joel Rollins@joelrollinsav For some time now, I have meant to do an article about sales and marketing for rental and staging, how they are different from the rest of our industry, how they are the same and how they are changing. I was not sure when I would
Bill Sharer, AV industry consultant and co-founder of Navigate Management Consulting, died on August 19, 2019 after a battle with cancer. The AV industry lost one of its veterans, when Bill Sharer, partner and co-founder of Navigate Management Consulting, died on August 19, 2019, after a 2-year fight with cancer.
Do your quotes and proposals help you differentiate your offer and get the desired results? Consider these thoughts: Quotes and proposals are very different! Yes, quotes and proposals are very different, yet we see the terms (and documents) used interchangeably. As a company matures out of the equipment business, through
Last week we learned about How to Create Project Managers the Right Way. But successful projects require much more than just good project managers. In fact, you could argue that the success (or failure) of a project is determined before the project manager ever gets involved. That is the topic
When it comes to your clients’ projects there are several steps in the sales process for getting down to what they really need. As a sales and engineering team, it could be easy to assume certain things about a project especially if it appears similar to another project. Navigate’s Bill Sharer diving deep with discovery during the sales process.
In some companies and industries, once the salesperson has the purchase order they consider their task to be complete. In the audiovisual industry that isn’t always the case. Bill Sharer talks about when the salesperson’s job is done, and when it’s done-done.
