Selling a networked or hybrid video surveillance system no longer places installing security contractors at a disadvantage having to dispel customer concerns long ago put to rest. Even legacy-minded installers can find success in the small and medium business (SMB) market with the right sales acumen. Learn nuts & bolts guidance on what it takes.
Rodney Bosch · January 19, 2015
The overall marketplace remains at least half analog-based, providing enormous opportunities to upgrade/migrate customers to IP-based cameras, encoders, NVRs, VMSs and more. Highlight IP security benefits while applying winning sales strategies to convert more legacy end users.
By Erick Ceresato · October 14, 2014
Each winner of the 19th annual SAMMY Awards exemplifies the creativity and savvy necessary to implement cost-effective marketing collateral to build brand awareness and drive sales. Find out who took home the trophies and take away ideas for your own organization.
By Rodney Bosch and Arlen Schweiger · June 10, 2014
Pinnacle Security has settled a claim with the Florida Attorney General's Office after consumers complained that the door-to-door sales company misled them, according to The Palm Beach Post.
March 12, 2012
There are enormous differences between a great salesperson and a great sales manager. To be successful selling on a consistent basis, facing the negatives, the turn downs, the no’s salespeople face on a daily basis requires a thick skin, the ability to bounce right back up when knocked down, a positive can do attitude, a strong work ethic, a polished professional presentation, the ability to read people, prospecting skills, and certainly, closing skills.
December 13, 2011
I’ve been asked the question posed in the headline above hundreds of times in the past usually by alarm company owners who were stuck in a sales/production rut. Their company wasn’t growing, and the company owner/president/CEO was trying to do everything, wearing all the hats in the company.
December 11, 2011
Consumers are beginning to clamor for mobile device applications that allow them to stay connected to their properties in meaningful ways. Discover how to give them what they demand.
October 11, 2011
Integrators need a well-managed and organized sales structure to successfully transition to an IP-based video business model. Learn the fundamentals to sell prospects and existing customers on the many benefits and value of networked video in order to compete in this burgeoning market.
October 09, 2011
Welcome back to SECURITY SALES & INTEGRATION's "Security Speaking" podcast! Here, security industry sales expert Lou Sepulveda offers business and sales tips for security companies.
July 31, 2011
It seems the rapid pace of Internet sales and door-knocking campaigns have caused some traditional alarm dealers to resort to a faster, less comprehensive sales pitch. Some have gone from the comprehensive in-home sales presentation to a fast-and-furious pitched attempt at a power close.
By Peter Giacalone · July 19, 2011