Security industry veteran Daniel Schmelzer has brought to market a new book: Securing Trust: A Guide for Security Technology Sales Professionals Written from the Customer’s Perspective. 

For quite some time I’ve been preaching that the security industry is in ‘pole position’ to be the source for delivering the smart home and connected living.

Do visitors to your website become your customers? After all, that’s why you have a website, right? You want people to find it and either use it to contact you or buy something from it.

A recent study published by the research division of Miller Heiman Group found that that sales forecasting isn’t very accurate in most organizations.

Today’s world bombards us with data. Whether it be looking for information, reading or watching the news or being inundated with advertising, it can be overwhelming to sort through the “haystack” for the desired “needle,” especially when it comes to making sense of technology.

Sometimes the key to better results lies not in the use of new ideas, but in getting rid of old ones.

For most organizations, getting their salespeople and account-based selling teams consistently asking for referrals is like getting a kid to consistently eat their vegetables. It just doesn’t happen.

Everyone wants their sales team to be more productive. And despite all the hype about the internet and emerging technologies, the basics of selling have remained pretty much the same over the past 40 years.

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.

Most salespeople hate the weekly sales meeting. You know the one. Everyone on the sales team gathers around for an hour-long discussion about which rep got closer to making a sale, while also covering menial housekeeping issues.