Based on both AIA research and my own experience, there are three keys to being a successful building product manufacturer's rep. First, have an in-depth understanding of both your products and your competitors'. Recommend only those solutions that really fit the client’s needs. Be honest and transparent - a bad recommendation could result in a sale today but a loss of trust going forward. Second, be timely and accurate in your responses. Project schedules are shorter than ever, and a slow response could result in a lost opportunity. Know the key points in the design process where you can make the most impact. Third, architects are one of the most time-constrained professions, so they’re not always going to respond to your requests as fast as you’d like. You must be proactive, consistent and (politely) persistent in your sales approach. In addition to the three approaches above, always be positive and professional. Build a rapport with your clients. Have fun in your presentations. All things being equal, people like to work with people they like. These are the strategies that I have used in my career as a architectural sales representative. I have exceeded sales goals and won numerous sales awards over that period. Over the past ten years, I have been a power user of Salesforce, using it to drive sales and effectively communicate with team members. Most importantly, I have built a network of clients in Boston and across New England who see me as a trusted resource they count on for technical support. This is what I bring to the table. The photographs below represent the wide variety of projects I have worked, with an emphasis on ceilings.