Security Dealer & Integrator

JUN 2018

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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24 Security Dealer & Integrator / www.SecurityInfoWatch.com June 2018 I t feels like 2005 all over again, doesn't it? Every company is having a record year – just ask them and they will tell you. Almost every salesperson and company I know is surpassing their goals. If this description fits your company, congratulations! You made it through the Great Recession, and now it is time to enjoy the fruits of your labor; however, before you ask for another bowl of kiwi, please consider this question: How much of your growth is coming from new customers? Most companies in the security industry are growing right now, but much of the growth is coming from the same customers, repeatedly. ey are successful because the economy is expanding, and their customers are growing; however, they are not growing their market share. During the last 18 months, the most common statement I hear from sales leaders and salespeople is: "I'm too busy taking care of 8 Ways to Win New Accounts © Istock The Money Issue Modern Selling Even in a booming economy, your sales team cannot afford to be too busy taking care of current customers to keep landing new ones By Chris Peterson

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