Membership
SIA Offers New Member Benefits in Partnership with GSA Schedules Inc.
SIA has partnered with industry-leading SIA Member GSA Schedules Inc. to provide an exclusive new member benefit for companies looking to expand business through government contracting. SILVER SPRING, Md. — Spending on homeland security and public safety products is projected to exceed $81 billion by 2020! Is your company strategically positioned to win government contracts?…
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SIA Confirms More Speakers for Securing New Ground 2015
SNG serves as the top executive conference for the security industry, Oct. 28-29, at the Millennium Broadway Hotel in New York City. SILVER SPRING, Md. — The Security Industry Association (SIA) has confirmed more speakers for Securing New Ground® (SNGTM), the security industry’s top executive conference, scheduled for Oct. 28-29, 2015, at the Millennium Broadway…
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Ray Coulombe of SecuritySpecifiers to Receive Hauhn Award
The Hauhn Award is presented each year to an individual with a SIA member company who has taken specific action(s) to foster collaboration between SIA and industry/practitioner organizations consistent with SIA’s overall strategic priorities. SILVER SPRING, Md. — The Security Industry Association (SIA) will present the Jay Hauhn Excellence in Partnerships Award to Ray Coulombe…
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Sales Perspective: Too Many Questions?
Is it possible for a salesperson to ask too many questions? Fifteen years ago, I would have answered this question with an adamant: “No, you can never ask too many questions!” However, I don’t agree with that any more. You can ask too many questions. When questions became the center point of sales calls, our craft of…
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Frank De Fina to Receive Lippert Award Posthumously
Mr. De Fina, former senior director, strategic sales, for Hikvision USA Inc., passed away unexpectedly in July. SILVER SPRING, Md. — The Security Industry Association (SIA) today announced the selection of Frank De Fina, former senior director, strategic sales, for Hikvision USA Inc., to receive the 2015 George R. Lippert Memorial Award posthumously. Mr. De…
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Your Ideal Prospect
What does your ideal prospect look like? Not long ago, I was at a happy hour with some friends. Sara, one of my colleagues, was there, and she joined us for a little while. She was engaged in a conversation with my friend Jacob about his love life. Sara asked Jacob the question we all…
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Meet Up With Your Prospects
Security integrators rarely meet with prospects before there is a project… but they should. In the security integration world, bad salespeople offer the cheapest possible price for solutions created by the customer. Good salespeople create solutions for the problems found by their customers. However, the great ones find the problems and solve them before they…
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SIA Supports Legislation to Crack Down on Patent Trolls
In twin letters to Congress, SIA seeks action on the Innovation Act (H.R. 9) and the PATENT Act (S. 1137). SILVER SPRING, Md. — The Security Industry Association (SIA) is urging House and Senate leaders to take up companion bills that would crack down on abuses by patent assertion entities, also known as “patent trolls.”…
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PASS Adds Steering Committee Members
New steering committee members and endorsing organizations support PASS CEDAR RAPIDS, Iowa — The Partner Alliance for Safer Schools (PASS)—an initiative developed by the National Systems Contractors Association (NSCA) and the Security Industry Association (SIA)—is excited to announce that it has added three new members to its steering committee. Michele Gay, founder of Safe and…
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Making an Exceptional Sales Presentation
What makes an exceptional sales presentation? I’ve watched, delivered or created thousands of sales presentations, and I have evaluated the success rate on most of them. Whether an integrator trying to win a project, a manufacturer trying to impress an integrator or either of them presenting to an architecture and engineering firm or consultant, most…
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