I’ve been leading security industry sales teams since 1983 to record levels of achievement. Over the years I’ve learned a thing or two about managing sales teams.

Emily is a salesperson for a security company in Ohio that I am working with who was at the end of her rope. It seemed to her that no one was responding to her emails, at least not completely. She was discouraged and looking for solutions.

It is my hope that you and your team are doing well in these times of uncertainty, and I extend my thoughts and prayers to those who have been impacted by the pandemic

As I write this column our country is in the midst of the COVID-19 crisis. Stay-at-home orders are in place, social distancing is the norm and uncertainty reigns supreme.

There’s nothing worse than investing money in training a sales rep just to have them leave you for another company. To prevent your best sales reps from taking their talents to another company, you need to AVOID these 10 mistakes at all costs.

Sometimes the best practices for greater sales are the ones you are not doing. And why would you omit a marketing practice that will make you more money?

WeSuite, a software manufacturer of award-winning sales management tools for security sales and service providers, announced today the imminent launch of a powerful Sales Intelligence reporting module as part of its comprehensive sales management platform. Designed to work in conjunction the company’s seamless WeOpportunity and WeEstimate contact-to-contract solution, the new Sales Intelligence module brings pipeline and sales data analysis to a new level, providing perceptive insights and actionable intelligence to guide smarter business decision-making. It will be sold as a licensed, add-on module to the WeOpportunity CRM software. The Sales Intelligence module will be on display at ISC West, WeSuite booth 23131 and available to customers this spring.

A lot of business owners and sales managers have the wrong ideas about how to get more sales from their salespeople.

One of the most important things to any security salesperson is customer acquisition. Here are three of my favorite ways to find new prospects. They aren’t for the weak at heart, but they sure do produce results.

One of the most important things to any security salesperson is customer acquisition. Here are three of my favorite ways to find new prospects. They aren’t for the weak at heart, but they sure do produce results.