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By Chris Peterson | Aug 1, 2022 8:00:00 AM | 0 Comments

Why does it take so long to win new accounts in the security industry?

I have seen many mistakes made when leaders attempt to build strategies or hire salespeople to win new accounts – most of which I’ll list in my next...
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By Chris Peterson | Jul 18, 2022 7:30:00 AM | 0 Comments

If you manage salespeople, take three minutes to read this.

During the last six weeks, I’ve observed two salespeople struggling with the same addiction. The performance of both salespeople was being negatively...
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By Chris Peterson | Jul 11, 2022 8:50:00 AM | 2 Comments

No matter what your crystal ball says, all security salespeople should hear this message...

One of the coolest things about golf is that every now and then, a weekend golfer with below-average skills can strike a golf ball as well as the...
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By Chris Peterson | Jun 27, 2022 8:30:00 AM | 0 Comments

A lesson from Seinfeld that all security salespeople should read.

A few weeks ago, I watched a Seinfeld episode in which Kramer gave Jerry the nickname of Even Steven (Season 5, Episode 22), after Jerry lost a gig...
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By Chris Peterson | Jun 20, 2022 7:30:00 AM | 0 Comments

How to use the supply chain challenges to your advantage.

We’re all experiencing supply chain issues that are leading to extended lead times, delays, and uncertainty. No need to ask you to read three more...
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By Chris Peterson | Jun 13, 2022 7:16:57 AM | 0 Comments

A perspective that all sales managers and executives must have … and most don’t.

I was speaking with a client of ours on Tuesday evening. Specifically, this was the owner and CEO of a client that Jamie (our Director of Marketing...
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By Chris Peterson | Jun 6, 2022 7:00:00 AM | 0 Comments

One thing all security technology salespeople should do during this supply-chain crisis.

About a month ago, I ordered an ottoman for our TV room. I must admit that I was pretty proud of myself because my wife typically handles these...
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By Chris Peterson | May 31, 2022 11:11:27 AM | 0 Comments

Four ideas to closing sales in the security technology industry today. Idea #4…

Closing is still a necessary skill for greatness, but it’s different today. Over a four-week period, I’m presenting four ideas to closing sales in...
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