The Art of (Security Sales) War

I just finished a phone meeting with another small and relatively new security dealer struggling with business development and trying to stay afloat. He’s tried all kinds of traditional advertising routes: print ads, direct mail, Adwords, door-to-door canvassing. Relatively expensive ventures with very little to show in return. And when he does get a lead […]

Telling Isn’t Selling

If you’ve participated in one of my live security sales training programs you know I’m a big fan of role playing. One of the best ways to role play is to have training partners take turns playing the role of consultant and customer. (There is no better way to learn and improve than to see […]