Transitions

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Early November – Just a quick note that a new employment offer within the security industry lead to me resigning from Anixter. Of course, most important to me, was my offer to assist with transition of my customer accounts over a two week period before leaving Anixter and joining my new employer in mid-November. Continue reading

Of Marshmallow and Fi

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A confession.  I am a full-blown mobile phone techno-geek.  Over the years I have unlocked, rooted, side-loaded, overclocked, flashed, and nearly bricked many a mobile phone.  If that last sentence doesn’t make sense, rest assured, you are not alone.  We can be an odd bunch, and many others sharing my hobby/passion/addiction are likely 20-30 years my junior!

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I use 4 steps – and You?

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No matter my role….Sales Director, Account Executive, Business Development, Sales Mentor…….my selling of security technology (hardware, software, and services) boils down to hard work.  Honing one’s craft, if you will.

I’ve done it door-to-door (starting at age 8! – and again later in life).  I’ve done it with cold phone calls – residential, commercial, and at the enterprise level.  I’ve done it walking through factories, jails, chemical plants, hospitals, schools, utilities, hotels and more.  I’ve presented to Executives, Architects, Consultants, IT Departments, Facilities, Law Enforcement, and every flavor of Security Professional you can imagine. Continue reading

C’mon Salespeople – Step it up

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  • Salesperson 1 shows up two hours late to an appointment with no call, email, or explanation upon arrival.
  • Salesperson 2 backtracks on prior, written, sales programs, resorting to name-calling in the process.
  • Salesperson 3 “drops in” unannounced and offers no focus/value.
  • Salesperson 4 fails to return phone calls and emails – and allows his staff to justify the behavior.
  • Salesperson 5 uses the same canned message for every type of prospective customer.

I know sales quite well. I engage with salespeople all day long. I also sell. Continue reading