Inside Sales

Harnessing Rep Power By Buzz Delano, October 14, 2008 I know I’m probably stepping on columnist Andrew Ard’s toes by picking this topic, but this one’s for the manufacturer’s representatives, whose role is to effect the sales of a given brand to customers in their assigned More..
Luxury is Always in Style By Buzz Delano, July 1, 2008 Creating a memorable experience for a client is an awesome accomplishment whether its through individual efforts or the outcome of many people in a business. Thats what I think of when I say luxury sale. A memorable experience More..
Working with Inspiration By Buzz Delano, April 1, 2008 Selling inspires. It inspires sales people who revel in the close and take satisfaction in fulfilling the needs of their customer. It inspires the customer who has a desire for something to seek it, engage in the cat-and-mouse More..
The Art of the Close By Buzz Delano, January 3, 2008 Happy New Year. Now, its time for a selling skills review for you and your employees. Surely business isnt as good as you would like, right? Not every prospect has been closed, have they? Now is an excellent time to re-visit the More..
Thinking Things Through By Buzz Delano, October 26, 2007 Just where did the phrase "off the top of my head" come from? Essentially it refers to "quick and approximate answers." It comes from instinct, not strategic thinking. I'm all for gut responses at certain times but it's pretty More..
When Name Calling Matters By Buzz Delano, August 28, 2007 A couple of years ago, a young lady speaking at the annual CEDIA Management Conference began her presentation by running through the complete list of "names you call yourselves" to describe what CI businesses do. Custom More..
Pattern Masters By Buzz Delano, July 9, 2007 Sometimes its luck that gets you a sale. But alas, even those of you deserving electronic system contractors who are working your bumpers off, cannot rely on luck alone.  Sales PatternsPerseverance, networking, and turning up More..
The Actual Cost of Sales By Andrew Ard, June 7, 2007 Several years ago, leaders from the professional sales rep association, IPRO, presented a class at CEDIA EXPO titled, How to Get More From Manufacturer Representatives. The idea was to help custom integrators benefit from greater More..
With Your Staff, Sharing is Caring By Buzz Delano, May 7, 2007 The next time you are working at your desk and all of your employees are in-house, take a long and introspective look around you. Take in what these folks mean to you. Then think about what you mean to them. Some might call this More..
Persist Without Exception By Buzz Delano, March 13, 2007 For those of you who attended the CEDIA Management Conference last  month, this will be a good refresher, a reminder, and perhaps a nudge that you too need to do something with what you learned there. If you did not attend, you More..
No Crutches In Sales By Buzz Delano, January 17, 2007 It is time for each of us to stop citing uncontrollable conditions as reasons for our sales challenges. No more excuses. Its time to get off your crutch. Whether you are selling for an integrator, retailer, distributor, More..
Selling the Upscale Experience November 30, 2006 Almost a year ago this column featured the topic of business plan fitness. I offered advice on planning well and being ready and nimble to run your business effectively so you could focus more on selling.How did you do? Did you More..
Custom Comfort September 20, 2006 Selling takes confidence, knowledge, and listening. And it takes putting your customers at ease by showing them that you are completely interested in addressing their needs and concerns. Of course, you want to be sure you are More..
Whats Your Market? By Andrew Ard, August 23, 2006 So, lets say youre ready for a race where the starting gun never fires? Or, what if youre in training for a track meet, you show up for the event and find the race is actually in cross-country skiing?The fly-on-the-wall More..
Summer Plans By Buzz Delano, July 31, 2006 Well folks, it is July and summertime everywhere. While I have been having fun, I have also been thinking about the sales that residential electronics system contractors make. Always be selling, as someone once told me. Think More..

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