Top 5 Improvements For Manufacturer Sales People

Author: Ari Erenthal, Published on Jun 28, 2017

Manufacturer sales people are very important to integrators, but it takes more than just punching a clock to be successful and truly valuable to partners. 150+ integrators told IPVM the most important improvements sales people can make. Here they are:

Inside this report, we analyze these themes, sharing detailed commentary from integrators.

************ ***** ****** *** **** ********* ** ***********, *** ** ***** **** **** **** ******** * ***** to ** ********** *** ***** ******** ** ********. ***+ *********** told **** *** **** ********* ************ ***** ****** *** ****. Here **** ***:

****** **** ******, ** ******* ***** ******, ******* ******** ********** from ***********.

[***************]

************

******** *** ***** **** *********, **** *********** ****** ** **** bid *********, ** **** **** * "***" ******** ******* ** staying **********. ****, **** *** ******* *** ******** ***** ** being *********, ********* ******* ** ****** ******** *****, ** **** integrators **** **** ****** *********.

  • "** **** ********* *** ***** ******* ** ****** *-* *****. 8-5 ** *** ****** ** **** *** *** ******** *******. After * ** **** ** **** *** **** **** ** discuss ******** *** **** *** ******* *** ******."
  • "**** **** ** ** ********* ** **** *** ********* ******* to ****** ********* *******. ** * *** ** ******** ** ability ** *** * ***** *** *** ****, * **** switch ** ******** ** **** ********** ** **** ** ***** solution ***** ***** *** ***** ** ** ********."
  • "******* ******* ** *****. **** ** **'* **** "* ** on **". *************. ******* ******** ****** *** ********."
  • "****** ************* *** **** ************* *******. ***** ****, ****** ***** chat. *** ***** ** **** ** *** **** *****. ***** chat ***** ** **** ** **** * **** ** **** them ********* *'* ****** ** *** **** ******/***********."
  • "** ********* **** ** **** *** *** ** *** *********** fast."
  • "****** ***** ***** *** ****** ****** ** *****. **** ** problems ***** ******** *** **** ** ******** ****."
  • "************. ********* ***** *** ********* *** ****** **** *****, *** can't ** ******** ** *** ***********. * ***** **** ** directly ******* * *** ** * ****** ******* ** *** an ******."
  • "********, **** ***** ********* ** *** ******* *** ******* *****, and ***** ******* ** *** *** ** ****** **** ***'* readily *********. **** ** ** **** ** **** **** ****."

Updated ***** *****

******* *********** ********* **** **** *** ****** ******* *** ****** prices **** ***** ****, *** ********* **** ***** **** ** proactive ** ************ *** ***** ***** ******** **** ******.

  • "******* ** ******** ** ********* ******* *******."
  • "****** ****** ** ** ****** ******* ********* ***** ** **** likely *** **** *** **** **** ******* *** *** *** waiting ** *** **** ** ***."
  • "*** *** ***** **** ** *** ***** *****."
  • "***, **** ** ******* ******* ***** ***** ** ** **** as **** *** **."
  • "********* **-**-**** *** **** ******* ** ********."

Inform ** *** ********

*********** ****** **** ******** **** *** *** ***** **, ** do *** ***** **********. ** **** ***, **** ******* **** proactively *********** ***** *** ** ******** ********, *** *** ***** products *** **** *********** **** ***** ********.

  • "* **** ** ** ***** *** ** **** ** ******** on *** ****** ********** ** ***** *******. ** * ******* manager * **** **** **** ** **** **** *** **** I *** ****** ** *** ****** ****."
  • "** ********** *** ****** **** ********* *** *********** ********. **** us ********* ** ******* ************ *** **** *** ******** *** features/improvements *********."
  • "**** **** ** **** * **** **** ** *************. **** sure *** ******** ** ** ** **** ** *** ******** and/or ********. **** **** **** *** ********* **** ** ***** and/or ********* ******."
  • "** ***** *** ****** ** "****" **, **** **** ** understand *** ********, **** ** ****, *** ** **** **, who ** **** **, *** *** ** ****. *** ******** need ** ****** *** ******* ***** ******** *** ******** ** what ** ***, ** *** **** *** ** *********** ***** products *** ******** ** *** ********."

Marketing ****

***** ****** *** *** *******'* ******** ** ******** *********, ********** and ********-******** ***********.

  • "* ***** **** ** *** **** ******** ********* ********* & testimonials *** ********* ********** ***** ***** ******** **** **** ****, i.e. *******, *********, ***** ******, *************. ***** ********* ****** **** the ************ **** ***** ***** ** *********. ** ***** ** especially **** **** ** *** ***** ******* **** **** **** to *** ** **** ***** ************ *** ***** ********."
  • "****** ***** *** ********* *******. * **** ** **** ** get ******, *****, ***. ** ** **** ** ******* * can *** *** ******** ***** ***** **** * ****** *******."
  • "** *** **** ********* ******* *** ** ***'* **** * lot ** ********* ******* *** ** **** ** *** ************* to **** ** **** ***** ***** *** ********* *** ***** accounts *** **** ** **** ********* ** *** ********* **** are *******."
  • "***** ****** *** ***** ******** ** *** ****** ******. **** with ********* *** ******** ********* ** *** ***** ******** ****'** and ***** ********* ** *** ***** ** *** ******."
  • "** *** ****** ******** ** ***** ** **** **** ** your ****** *** * ******** ***** ** ** **** ** your *********** ** * ******** ** **** *******."

Sales *****

******* ******** ***** ********* **** **** ********* ** ** *********** helps **** **** ***** ******** **** **** ********.

  • "**** *** **** ****** ** ****** *** *** **** *** getting *** ******* ********* **** *** ***. **** ** **** their *** ** ** *** *** ********* *** ********."
  • "******* ** ****** **** ***** ** **** *** ************ *** hard ** ***** ********. ***** *** ****** *** ****** ****. Trying ** **** *** ************ *** **** ****** ******** **** emergency ****/************ ** ***** ***** ******** ** ******."
  • "***** ** ** ** *************, **** *********** ** ******* ******** for * ******* ** *******, ******* ********* **** ** **** a *******/*****."
  • "**** ******* ** **** ** ***** ***** ** **** *** provide **** ***** ** ** ** ** *** ****."
  • "**** **** ************* *** **** **** ** **** ***** **** customers. ** *** ** ***** ****** ***** ***** *** ************* with **** ******* ****."
  • "**** ******** *** ***** *************. **** **** * ****** **** like ** ** *** ** *** **** ******** ** ****** the *****."

Better ******* *********

*** **** ** ***** ****** **** ** ** *********, **** need ** ** **** ** ******* ******** *********. ****** ********* of ********, ************, *** *********** *** **** *********** ** ********** with **** *********.

  • "** **** **** **** ***** ***** *** ******** **** ** already ** **** *** *** ******* ** ***** **** *******."
  • "*** *******, ************* ***** **** *** ** **********. *********** *** products **** *** ***** ********** ******** *** ****** **** ****** along **** *******."
  • "**** **** ** ******** **** ** **** ******** ***** **** theirs. ** ****** ** ** ****** ** ***** ******* *** all *** ******* *** **** **** ** ****** **** ***** of *********."
  • "**** ***** ******* ******. ** **** **** ******** ** **** they *** ** *** **** **** ** **** *** **** effort ** **** **** ** ********** *** *** ******."
  • "********** *** ******* ****** **** *. ** **** ********* ** that ******* **** *** ************* ** *** *********** ******** *********. Regurgitating *********** **** * **** ***** ** ******* ** ** no ***** ** **. **** *** ** **** ****** *** 90% ** ***** ********, *** ***** ** * ******* ** individual **** ***** ** ** **** ** ********** *** ********* of ***** ************* ******* ****** ********* ** ***** ****."
  • "**** ** ** **** ** ***** ********** ** *** ***********. Don't **** **** ***** **** *** *****, *** *** **** you ***** ******** ** *** ***********."

Pricing **********

****** **** ******* ************ *** *********** *******.

  • "***** *********** ******* **** ******."
  • "********* ****** *******."
  • "*********** * ******* *** ********** *********."
  • "*******, *******, ******* **** *** *** ******* *** * ********. The ******* *** *** *** *********** ******* *** ******."
  • "***** *********** ******* **** ******."

******

*******, ******** ** ****** *** *************** **** ** ********** ****** that ** *** ***** ******* ***.

  • "** * **** ** ***** **** ****** *** * ***, then * ****** **** ********** ** **** ******* * *** have ********* ** *** ***, *** **** "*** **********". ** if ***** *** ***** ******, **** **** ******* ******* *** us ****- ** ** *** ** ***** **** ****** ** informed ******** ** ****** **** *****, *** **** ******* **'* the ******."
  • "***'* **** ** ********* **** ** **** ** ******** **** you ** ** ** *** ****** *** **** *** **** it ****** ***'* ****, ** ********* ***** **** *******/******* *** misleading ** ***** ****."
  • "**** **** ** ************, ******* *** ********. * **** ** be **** ** ***** **** **** *********** ***** ** ******** and ** *********. * ***'* **** **** **** **** ***** favorite ***********."
  • "****** ** ** ******** *** ******** ******* **** *** **** promised."
  • "*** ***** ******** ** *** ******* & ****** ******* ** in *** **** ** * ****** ******** **** ********."
  • "** ****** *** ******* ******** *********."

Comments (16)

** * *** ***, **** **** *** ****** ******* ** I'm ****** *** * ******** ***** **** ******* ** ***** there *** ** * ********* **** ********. ***, **** ******, I **** **** *'* ******* ***** *** **** *******. ** don't **** *** **** ** ** **** ********* ******** **** to ** ** ** ** ** *** *** **** ***** the ********.

***, ***** ********! ****** **** ** ******** ********. *** ****** call **** *** ***** **** *** ***** *** *** ******* that. "*** * *** *** *** ****** *** ********, ** it ******* ** *** ****** ** *******?"

* ** ****** **** *** *** ****** ** ***** ***? Can't ******* ******* ******* **** **** ***** ********* **** ****, but ***** **** * *** ** ****** ****** ** * daily ***** **** * ***'* **** *******......

****, *** *** ******* ** *** **** * ******. **'* happened **** **** ****. ******* ******** ** *** **** *** conference, ** ****'* ****** ** ***! * *** ********** *********. Of ******, *** ** ******* ***** **** *** **** ** anything, **** ******** ** ****.

*'** ***** ****** ** ******** ** ** ****. ** ***** pretty ********* ** ********* *****, ****** *** ******** *** ***, for ******** ******.

**** * ****** * ***** *******, * *** ** ***** my **** *** ** **** *****. ********* *** ***** ****** 10%. ** ****'* ****, **** ** **** **** ******** **** were ***** **. * *** ** ********* ***** *** *** for ** ****** *** ******* ** **** ******* ** **** as * *** ******** *** ** **. *******, * *** him ** **** * **** *** ****** **, *** **** I ******** *** **** ** **** ***** ** ** ***** watch *** **** ******** ********.

**** ****, *** * ****** ** * ** **! * am ***** ** **** ** *** ******.....

***** *** **** ******** ********

**** *** *** **** ******** ************? **** **** *** **** / ******** *********?

**** ******** ** *** *********, * *********** ***** ** **** their **** *** ***** **** ** **** ***** *** ********, then *** *****, ********** ** ***** ***** ***** ************ ********** body ******** ** **** ********. **** ********* ******** *********** **** turn ***** ***** ** **** ***** *** *** **** *** other ********, ****** ******* **** *** *****.

****** *** ******** ** * ****** *** *** ***** ** a ****. ****, ***'** *** *** *********** ****** *** **** customer, ************ ******** ** *** ****** ******** ** *** ** she's ***** *********. ** *** ****** **** * ********, *** salesperson **** **** ******* *** *** ** **** ** ***'* speaking, **** **** **** ** *** **** ******** *** ******* the ****** ** ***.

**'* *** **** ******* ** **** ******** ** *** **** customers, *** ** **** ** ********* ****** ******. ** * CEO *** *** ****** ***** *** * *****, *********** **** address *** *** *** ****** *** ******.

****'* **** *** ******** ***** **"***'* **** *** **** ** ** **** ********* ******** **** to ** ** ** ** ** *** *** **** ***** the ********."

**** ****** ****'* ***** ** ***** **** ******** ** ***. Having ******* ** *** ******** ****** ****** ** ******* **** language, *** ******* *** *********** ** ********* ********* **** ******** approaches **** ****** ** ***** ******* ***** *** *** *** or ****.

**** ** ********* *** ** *** *** **********. *****.

***** *** *** **** *******. * ********* **** ********* ******* not ** ****, *** **** *** ** ** **** ******* of ** ******* **** **** ****** *** ****** ** * am ****** *** ** ********** ** * ****** **. **** comment **** ******** ** ** ******* ** ***** ***** **** in ******* (***** **'*, ***, *'* ******* ***) **** **** men *** ***** ***** ******* ********* ********* ** ** ** a **** ******* ** ** ******* *** *** ****** ***** in *** ***. ** *** *** **** **** ** ** pretending *** ** **** *** ****** *** ********* ** ** manager. ** ***** **** * ** * ********* ****** ** manager ***** ** ********* ********.

** *********** ***** ** ** ******* *** *** **** **** close ** **** *** **. ******** **** *** ********** ** having **** * ***** ****** *** **** ** ********** *** Manufacturer * ***** ***** **** *** **** ******** ** ******** offered *** ***** ***, *** **** ************ ************ ***** ******; second ******.

********** ** ***** **** ** ************ ******** *** ***** ******* the ********** *** ************'* ***** *************. * ***** ********* ***** that **** **** ******* ** ******** **** ********** ******* ** a **** ****** *** ********* * *** *** ******. *** every ********* ********* ** ******** *********** ** **** ******* ******* to * ************'* ***** *****, ** ***** ** ***** ** the ********** ***** ***** **** **** ** *** **** *********.

* **** ******* **** ********** ***** ********* ********** ***** **** to ** **********'* **** ******/***** *** ***********. *** *** ***** anyone *** ** ** ********* *********, ******* **** ****** ** take *** ***** *** ****** ** ******* ***** ********.

* *** ** **** ** *** ********* ****** *****; ** available, ** *********, ** **********, ** ******, ** ********, ** clear, ** ********, ** *******, ** ** **** (****** ** early!), ** ********, ** ****** *** *** *** **** ** humanity ****** ***** *****. * ***'* **** ** ******* **** as * ****** *** * ***'* **** * ***** **** on ** ****, * **** **** ******* **** ** ** easier *** ************* **** ********* **** * *** **** **** at *** ************ *********** ** ******* *** **** *** ** those *****. ********** ***** **** ******** *** ***** ****** ** sideways ** * ******.

** *** ***** *** **** **** **, "****** **** ***** sold, *** **** ** ***".

** *****, * *******, ***** **** ** *** ******, ******* to ** ************ *****. *** **** *** *** **** ** it, *** **** "************" ** ******* *********** ** ********* ******. For ****, ** ***** ****** ****** ** ****** ** ****, for ****** ** ***** ** ****** ******* *********** *** ******** demeanor.

************ ** * **** ****, ** **** ****** ***** * learns *** ******* *** ****. ** ***** **** *** ************ and *** (**********) ****** ********* ***** **** ****** (**** *** already ******). ************ ******* **** *** **** **** ** ** successful ** **** * ** *****, ** **** * **** help *** ** **********.

******* *** ***** **** **** ****, "************* *** *** *** streets".

*** ***** ************, ** **** ********, **** ** **** ****** to **** *** ***** ********** **** ***** *********, ** ** an ***-****, *********** ** **********. *** ******* ** ** ******** must ** ******* ** ** ********. ** **** *** **********, than * **** ** ** ****. ********* *** *** *** know **** * ***** ****** ** **** ******* ** ***** quota ** ********** ******. **** ******* * ***** ****-*** *** most *********... ******* **** *** ****** ***** **** ** ******* the ***** ******.

**** *** ****** ** **** * ***, ******* *******, ****** Sales, ************ ***... ***** **** ********'* ********, *** ********* **** focus **, *** ***** ***** **** **** ****, *** **** go ** ******, ***** **** **** ********... ***, ***. ***** them, *** ** *** *** **** ****, *** ** **** you *** **** **** ***** ***** ** ***** ****** ****.

* **** ***** ****, *** * **** ** ***!

****** **** ***** **.

*'* ****** ********** *** ********** ** ******** ********. **** ** we ***'* ** ******* ****** **'* ********** ** ** ***** of ****.

**** ****** ****** **** ** ******* ************ **** ***** *** primary ***** ****** ** *** *************? *** ******* ********* *** always *******, *** * *** * *** ****** ************* **** the ***********/************ **** * ********* *** **** ****** ****. *** manufacturers *** ********** ** *** ****** ******* *** ****** **** to **** ** ***** **** **** ** ***** ** *** and ********** *** ** *** ********* ***.

*'** ********* ** *** **** ** **** (********), *** ***** to ** **** *** **** **** ******-** *** ******* *** most *******. *** ******* ** **** *** **** *** ********* too **** *** **** ****** ** ** *******. ** ******* is ********* *** ***** ** **** ** **** ****** ** later **** ****. ********? **********. **** *** ********* *** **** they **** ********? ***. *'* ********** ** ****** *** **** will ** ******** **** ** ****** **.

** ******* ** ********* *** ***** ** **** ** **** follow ** ***** **** ****. ********? **********. **** *** ********* get **** **** **** ********? ***. *'* ********** ** ****** how **** **** ** ******** **** ** ****** **.

#*, *'* ** ******* ** **** *** **** ****. ** particular, * ** ********** ** ****** *** **** / *** many ********* ** **** *** ****** ******** ** **** * customer / ********** ****?

******* ** ******* ****:********** ************ ***** ********* (****)

  • ********** *** ******* ****** **** *. ** **** ********* ** that ******* **** *** ************* ** *** *********** ******** *********. Regurgitating *********** **** * **** ***** ** ******* ** ** no ***** ** **. **** *** ** **** ****** *** 90% ** ***** ********, *** ***** ** * ******* ** individual **** ***** ** ** **** ** ********** *** ********* of ***** ************* ******* ****** ********* ** ***** ****."
  • "**** ** ** **** ** ***** ********** ** *** ***********. Don't **** **** ***** **** *** *****, *** *** **** you ***** ******** ** *** ***********."

*********** ********, **** **** **** *** “****” (*******). *** ** the ********** ******* ***** ******* ******* ** ******, ******* ****, and *******. ***** *** ** ******** **** *** *********** ********* from **** *** **********. **** *** ***** **** ** *** reasons *** ***-***** ******** **********, **** ***’* *** *** “****” (Widget), **** ***’* *** ***” ***” (***, ********** ** ******* Network), **** *** *** ***- **** **********.

*************, *** ***** ****** *** *********** ******* ****** ****** ******* ********* ** ******** ********, ***-**’* or *** *******. ********* ****** ** ********** ** ******** ****- there *** **** ***** ** ****. ********** ******** ** * particular ******* ****** ******* * “***** ** ******” **** **** competition. *** ******* ** *********** *** **** ********** ******** *** be ******* ** **** ********’* ******* **** ********** ******** *** Improve ******** ****** * ******** ******** ******* * “***** ** Difference”. ** ***** ** **** * ********** ************ **** *** stakeholders, *** **** ********** *** ****** ** ******** ******** ******** and ***** ********** ****** *** **** *** ********* ********** ******** process.

***** *********** ********* ** *** ******, *** **** ** ** Tactically *****.

Login to read this IPVM report.
Why do I need to log in?
IPVM conducts unique testing and research funded by member's payments enabling us to offer the most independent, accurate and in-depth information.

Related Reports

Favorite Biometrics 2018 on Apr 23, 2018
Biometrics are on the rise, or at least integrator opposition to them is declining, according to new IPVM integrator statistics.   Almost half of...
Dedicated Vs Converged Access Control Networks (Statistics) on Apr 20, 2018
Running one's access control system on a converged network, with one's computers and phones, can save money. On the other hand, hand, doing so can...
Rare Video Surveillance Fundraising - Verkada $15 Million on Apr 19, 2018
Fundraising in video surveillance (and the broader physical security market) has been poor recently. Highlights are few and far in between...
Security Camera Cleaning Frequency Statistics on Apr 18, 2018
150+ integrators told IPVM how often they clean cameras on customer's sites and why.  Inside we examine their answers and break down feedback...
Worst Access Control 2018 on Apr 18, 2018
Three access control providers stood out as providing the most problems for integrators. In this report, we analyze the answers to: "In the...
Best and Worst ISC West 2018 on Apr 16, 2018
ISC West 2018 had strong attendance, modest overall new products, and a surge in Artificial Intelligence marketing. First, here are 20+...
GDPR For Video Surveillance Guide on Apr 12, 2018
The European Union’s General Data Protection Regulation (GDPR) comes into force on May 25, but there is much confusion and no clear guidelines on...
Hikvision Hires Ex-Herbalife MLM Scheme PR Director on Apr 09, 2018
Hikvision has hired Michael Gutierrez, a 'crisis management excellence' award-winning PR director for his work at Herbalife, as Gutierrez...
Eocortex / Macroscop VMS Company Profile on Apr 09, 2018
Eocortex is the international brand of Russian VMS manufacturer Macroscop. Macroscop was founded in 2008, and the Eocortex name created in 2013. We...
Hikvision Hires Ex-Milestone Head To Lead Global PR on Apr 06, 2018
Hikvision has PR problems. From its failed attempt at hiring a crisis communication writer to their failed anti-IPVM blog series to the increasing...

Most Recent Industry Reports

Chinese Manufacturer Kickstarter Campaign Huge Success (EverCam) on Apr 23, 2018
In a week, a Chinese manufacturer's expertly done Kickstarter campaign has received $1.4 million in pledges, an incredible amount for a video...
Favorite Biometrics 2018 on Apr 23, 2018
Biometrics are on the rise, or at least integrator opposition to them is declining, according to new IPVM integrator statistics.   Almost half of...
Dahua and Hikvision Win Over $1 Billion In Government-Backed Projects In Xinjiang on Apr 23, 2018
Dahua and Hikvision have won well over $1 billion worth of government-backed surveillance projects in China’s restive Xinjiang province since 2016,...
May 2018 Camera Course on Apr 20, 2018
Save $50 on early registration until this Thursday, the 26th. Register now (save $50) for the Spring 2018 Camera Course This is the only...
Global Real-Time Video Surveillance - EarthNow on Apr 20, 2018
A new company, EarthNow, with backing from Bill Gates, Airbus and more, is claiming that: Users will be able to see places on Earth with a delay...
Dedicated Vs Converged Access Control Networks (Statistics) on Apr 20, 2018
Running one's access control system on a converged network, with one's computers and phones, can save money. On the other hand, hand, doing so can...
April 2018 IP Networking Course on Apr 19, 2018
This is the last chance to register for our IP Networking course. Register now. NEW - 2 sessions per class, 'day' and 'night' to give you double...
Rare Video Surveillance Fundraising - Verkada $15 Million on Apr 19, 2018
Fundraising in video surveillance (and the broader physical security market) has been poor recently. Highlights are few and far in between...
'Best In Show' Fails on Apr 19, 2018
ISC West's "Best In Show" has failed. For more than a decade, it has become increasingly irrelevant as the selections exhibit a cartoon level...
Security Camera Cleaning Frequency Statistics on Apr 18, 2018
150+ integrators told IPVM how often they clean cameras on customer's sites and why.  Inside we examine their answers and break down feedback...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact