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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…
Keep Reading »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…
Keep Reading »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…
Keep Reading »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…
Keep Reading »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.”…
Keep Reading »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…
Keep Reading »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…
Keep Reading »3 Sales Improvements for Security Integrators
When an end user had an issue 15 years ago, they would call their security integrator to solve the problem. Even if they weren’t committed to one integrator, they’d call a few to compete for the job. But that’s not the case today! When a problem arises today, your customers gather as much information online…
Keep Reading »SIA to Recognize Outstanding Leaders at Allegion with SIA Policy Leadership Team of the Year Award
Inaugural award recognizes contributions of Allegion team to security advocacy in government relations Silver Spring, Md. — The Security Industry Association (SIA) is pleased to recognize a team at Allegion, with Americas regional headquarters in Carmel, Ind., for their excellent work as the 2015 SIA Policy Leadership Team of the Year. The Allegion team consists…
Keep Reading »SIA to Honor Paul Schomburg of Panasonic with Statesman Award at SIA Public Policy Dinner
The Statesman Award, presented in conjunction with the SIA Government Summit, represents outstanding contributions to advocating for the security industry before government decision makers. Silver Spring, Md. — The Security Industry Association (SIA) will honor Paul Schomburg, senior manager of government and public affairs at Panasonic Corp. of North America, with the SIA Statesman Award…
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