New Videos! Evolon’s Angie Barnes Shares Four Key Business Insights for Integrators

By Kara Klein, Associate Director of Marketing and Media Relations, Security Industry Association on October 30, 2025 | |

New videos in the Security Industry Association (SIA) Integration Insights series are here! In this four-part series on integration sales, Evolon Chief Revenue Officer Angie Barnes shares key insights to help you effectively leverage urgency in security sales, conduct a successful sales call and follow up with a potential or existing customer.

Part 1: How to Use Your Impatience as an Advantage in Security Sales

In this video, you’ll gain an understanding of the value of impatience in security sales and how to seize the moment with your urgency while engaging with potential or existing customers.

You’ll explore:

  • Why impatience is important in sales
  • How to get people excited about what your company has to offer
  • Tips and tricks for using urgency to lock in and grow customer relationships
  • How patience, in addition to impatience, is important in getting to the final sale

Part 2: How to Use Pains, Gains and Claims to Win in a Sales Call

In this video, Barnes shares her winning strategy for security sales meetings— how to identify prospective customers’ pains and gains and make appropriate claims that show your offerings’ value and help you close the deal.

You’ll learn:

  • The importance of asking lots of questions during a sales meeting—and how to go about it
  • The key things to learn from a prospective client during a meeting
  • How to identify customers’ top pain points and concerns that you’re trying to solve
  • How to quantify your gains and the return on investment your customer is looking for
  • How to present appropriate claims that address customers’ pains and gains to make the sale

Part 3: Four Steps for Closing Out a Sales Meeting

In this video, Barnes shares insights on how to effectively close out a sales meeting or call and create a roadmap for success.

You’ll learn:

  • How to show your appreciation to the prospective customer
  • How to recap the meeting’s key discussion points and create alignment
  • How to present next steps—including further meetings and stakeholders to involve
  • How to effectively lock in the next sales meeting

Part 4: How to Effectively Follow Up on a Security Sales Meeting

In the final video of the series, Barnes shares insights on how to effectively follow up with a prospective customer after a security sales call or meeting.

You’ll learn:

  • How to make sure you loop in the right stakeholders
  • What to include in your follow-up note
  • The importance of authenticity and personal care in your follow-up communications
  • How to foster alignment with prospective customers
  • Tips for setting a roadmap to success
  • How to follow up on your follow-up
  • And more!

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In this Integration Insights series, we share real-world business tips for security integrators. Follow the Security Industry Association (SIA) YouTube channel for more useful tips like these to help you grow your business, and make sure to turn on notifications so you get alerted when our new video content is live. We also welcome your input: Send an email to gkohl@securityindustry.org with your idea for a topic we should cover!