Our Best Advice Q&A series keeps going with Sean Foley, chief revenue officer at Interface Systems. He shares the best advice he’s ever heard, shares wisdom for security industry pros on the rise and names the person whose advice are most critical to him.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Sean Foley: If you want something, ask for it. Whether it’s a promotion, compensation or closing a deal, clarity matters. Don’t assume the person on the other side of the table knows what you are looking for. Make the request directly, explain it clearly and support it with concise reasoning. People respond to well-framed asks.
SSI: What advice would you give to those looking to achieve success in the security industry?
Foley: Go vertical. Success in this industry comes from understanding the business end-to-end. That means being fluent at the boardroom level while staying grounded in how customers use the product and how technicians experience it in the field.
For integrators and solution providers, it’s knowing your company’s financials and key performance indicators as well as the realities of delivery. Regardless of your position in the organization, have the humility and curiosity to learn about the business at all levels. It will increase your value and turbo-charge your career.
SSI: If you could point to one person in the security industry and tell up-and-comers, “Make sure to listen to what they have to say,” whom would you pick and why?
Foley: John Mack, managing director at Raymond James. There are few who can match John’s broad connections and clear insights into all facets of the security industry, especially when it comes to capital markets.
If you’re an up-and-comer at an industry event and you notice John Mack is a speaker or panelist (which he often is), put that session at the top of your list to attend. You’ll walk away with a sharper understanding of where the industry is headed and why.
Click here to check out the entire Best Advice series!
