When (and How) to Ask for Referrals: Part 1

It’s no secret that referrals are the single best source of new business opportunities. In fact, salespeople who are good at developing referrals often need to do very little else on the prospecting front. (Always a nice position to be in.) Yet the vast majority of security salespeople have relatively few referral leads in their […]

The Security Sales Elevator Pitch

It’s Thursday morning and you’re standing near the back of the line at the neighborhood Starbucks. You strike up a conversation with the person standing behind you, who asks, “So what do you do?” There are only three people in front of you and the clock’s ticking. What do you say? If you aren’t ready with a smooth, interesting […]

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 […]

The “Write” Way to Success

There are many ways to get quality visitors to your website. Some cost money, while others only require an investment of a little time and effort mixed with a little know-how. Writing and posting articles in key locations on the Internet is a good example of the latter. Done right, article marketing can be highly effective […]