Three weeks ago, I was speaking to a large group of salespeople in a variety of different industries. I was asked about what salespeople should never do.
A case arose in Oregon which involved the attempt by the plaintiff insurance company to extend coverage of the alarm company to an entire building where its contract was for a particular suite.
The National Systems Contractors Association (NSCA) released an updated "Financial Analysis of the Industry" report for 2018, providing information that systems integrators can use to benchmark and compare expenses, profits, sales and other data against industry peers of similar size and business focus.
Ask security dealers what their core competencies are and they’re likely to talk about their expertise in securing homes and businesses and providing life safety.
As many of you know in December 2016 we sold Atrion, a $156 million integrator, and I planned to retire. However, I found out I wasn’t ready for the sunset quite yet. I continued my active engagement with organizations like PSA Security, NSCA, CompTIA and Channel Partners. I was also able to spend time consulting with some amazing leaders.
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