Security Systems News

SEP 2017

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

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and the potential there for the security industry; cybersecurity in the cloud; how to hire IT-savvy employees who can talk cloud; and much more! SSN Cloud+ program announced! I am very excited to announce Security Systems News' 3rd annual Cloud+ con- ference education program, which can be found at and clicking on the "Pro- gram" tab at the top. The show is Nov. 28-29, and back at the beautiful and relaxing Lost Pines Resort in the tech-savvy city of Austin, Texas. This year's education program is expanded, as we strive to be the education destination for those who are pioneering within the cloud community, one that is revolutionizing security today. As you look through this year's program it will quickly become apparent that "Sell- ing the Cloud" is an underlying theme for the conference, as sessions will look at how integrators, specifi ers, dealers, suppli- ers—anyone looking to increase revenue and profi ts while providing cost-effective solutions with a high ROI—are leverag- ing cloud technology and computing with great success. Some the leading integra- tors and will uncover how they are tran- sitioning from the traditional sales model to a more managed services model that increases RMR and lowers creation cost. And subject matter experts from the leading cloud solution and services pro- viders in the industry will not only be there on panels to share best practices, the latest advances and research, but also many will be exhibiting, so you can dive in deeper and get face-to-face with the top cloud companies working in security today. There are also cloud-centered sessions looking at the rise of smarter, safer cities Tim Purpura, VP & GROUP PUBLISHER Brook Taliaferro, EDITORIAL DIRECTOR Paul Ragusa, EDITOR Spencer Ives, MANAGING EDITOR Peter Macijauskas, E-MEDIA MANAGER SEND PRESS RELEASES TO: EDITORIAL OFFICE Tel: 207-846-0600 ADVERTISING OFFICE Security Systems News 106 Lafayette St., PO Box 998 Yarmouth, ME 04096 Tel: 207-846-0600 NEW ENGLAND STATES AND EASTERN CANADA Tim Purpura, VP & GROUP PUBLISHER Tel: 207-846-0600, Ext. 217 MIDWEST AND EASTERN STATES Brad Durost, REGIONAL SALES MANAGER 207-846-0600, Ext. 274 WESTERN STATES AND WESTERN CANADA Rob Akert, REGIONAL SALES DIRECTOR Tel: 623-376-9513 MARKETPLACE SALES Cath Daggett Tel: 207-846-0600, Ext. 300 Lise Dubois, PRODUCTION DIRECTOR Tel: 207-846-0600, Ext. 214 SUBSCRIPTION INFORMATION Security Systems News PO Box 47860 Plymouth, MN 55447-0860 Tel: 800-869-6882 Publishers of specialized business publications PRESIDENT & CEO EXECUTIVE VP J.G. Taliaferro Jr. Rick Rector For custom reprints or digital reuse, please contact our reprint partner, The YGS Group, by calling 717-505-9701, Ext. 100, or by visiting Paul Ragusa Operations and other departments. You have a fantastic opportunity to win valu- able allies by simply being a proactive and responsible company citizen. Reach out to the other department leaders, and build functional relationships with each of them. Once those partnerships are estab- lished—and it doesn't take long—many of the unreasonable requests and distractions will disappear. • Create a protocol for requests that includes a time frame. Working with your new best friends, the other department leaders, create a protocol for requests that requires a time frame defi ning when the request is needed. No more nebulous favors or "ASAP" appeals. I like using the following: Immediate, By COB (close of business), Within 24 hours, Within 72 hours, not urgent, or a specifi c time and date. Not only will your distractions decrease, but also the other departments will appre- ciate your sales people communicating in such a detailed manner. • Learn how to say "no." All sales lead- ers know that they need to say no, but they're not very good at it. Most people at this level have performed well because they're good at saying "yes." Turning down a co-worker makes them feel weak or guilty, but accepting every request of their time will lead to failure of their ulti- mate goal—growing top line revenue. I've learned that developing a script helps all sales leaders avoid distractions. Your script can be as simple as: "I'd love to help, but I'm slammed over the next few weeks helping my team bring in a few key orders for the quarter. Can I help next quarter?" Illustrate your remorse, but be fi rm about your time. As clear as Scott's words were, I still fell into the Christmas Party Committee trap, or found myself becoming a spreadsheet master. It never lasted long, though. Once I started using the ideas above, I was never more than a few days from being reminded about my objective and snapped back into the right direction. Because I trusted the process, and set expectations for the other department heads, my time and activity was always well-balanced and focused on my one objective of driving top-line growth. Chris Peterson is president of the Vector Firm, a leader in helping security companies improve their sales and digital marketing performance. SALES Continued from page 10 IR Vari-focal Dome Ultra Low-Light Box 360˚ IR Fisheye IR Vari-focal Bullet Our new line of HDCVI cameras breathes new life into conventional analog surveillance systems. HDCVI delivers HD video and IP-type functionality with long distance transmission for coax infrastructure. With up to 4K resolution, it's the highest resolution imaging solution for coax available. PROVEN THE WORLD OVER. EDITORIAL 11 SECURITY SYSTEMS NEWS SEPTEMBER 2017

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