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By Chris Peterson | Jul 8, 2015 8:50:00 AM | 0 Comments

What can be considered too much entertainment for a customer?

In 1996 I was trying to penetrate an account in Daytona Beach, and was doing a very good job of implementing my strategy. I had seen the technical...
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By Chris Peterson | Jul 6, 2015 8:54:32 AM | 0 Comments

Security Sales - Three steps to correcting your course in 2015

Think back to the first week of January. Remember how fresh and ready you were to conquer the world this year? Remember the optimism and excitement?...
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By Chris Peterson | Jun 26, 2015 8:50:00 AM | 0 Comments

What should you do when a client loves your presentation?

About nine years ago I was asked to attend a presentation in Washington. We were presenting our capabilities to a major government contractor who had...
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By Chris Peterson | Jun 24, 2015 8:50:00 AM | 1 Comment

What is the #1 leadership mistake made in selling recurring solutions?

A few years ago, I met with the owner of a security integration company at a Starbucks. This was an introductory meeting to discuss my company’s...
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By Chris Peterson | Jun 22, 2015 9:52:48 AM | 0 Comments

A unique way to earn trust with your customers…

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By Chris Peterson | Jun 16, 2015 8:50:00 AM | 0 Comments

Highlight Tuesday: Learn how Vector Firm’s Sales Training delivers immediate results.

Have you ever left a sales training course, webinar, or session and found yourself doing the same old thing the next week? That’s the problem with...
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By Chris Peterson | Jun 15, 2015 8:50:00 AM | 0 Comments

The one common obstacle that every security integrator must overcome to sell more hosted and managed services.

There are dozens of reasons that security integrators want to grow their hosted and managed services business, and there are even more reasons that...
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By Chris Peterson | Jun 10, 2015 8:50:00 AM | 0 Comments

Security integrators never meet with prospects before there is a project... and you should.

In the security integration world, bad sales people offer the cheapest possible price for solutions created by the customer. Good sales people solve...
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