Membership
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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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…
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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…
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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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MorphoWAVE from Safran Morpho Named Best New Product at SIA’s 2015 New Product Showcase
The prestigious Judges’ Choice Award was presented to IC Realtime for its IC720 360×360 Video Surveillance Camera product. Las Vegas, Nev. — MorphoWAVE from Safran Morpho took the top honor at the Security Industry Association’s 2015 New Product Showcase (NPS), winning the coveted Best New Product Award at the NPS awards ceremony at ISC West…
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Four Strategies to a Successful ISC West for a Sales Professional
How do you, the sales professional, get the most out of ISC West? Below are four strategies that will help you take full advantage of your time in Las Vegas. Instead of leaving with a headache and sleep deprivation, you’ll leave rather with deeper relationships with customers, progress on several new prospects and dozens of…
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