Security Sales Course 2015

Author: John Honovich, Published on Mar 24, 2015

[UPDATE: This course has now concluded and is no longer available.]

This is the first and only security sales course, customized for the needs and challenges specific to professionals selling video surveillance and access control systems.

Lots of general sales training exists, but none of it truly grapples with the nuances and complexities of selling security systems. This IPVM course solves this.

What the IPVM Security Sales Course Covers

In 10 sessions, we improve security sales professionals abilities to:

(1) Prospect Using Online Tools - Security sales professionals often struggle getting leads beyond their referrals and networks. Plus, challenges with CRMs are common. We teach you how to better generate leads and manage them.

(2) Engage Prospects Effectively - To stand out, you need to understand your prospect's business and needs, establishing yourself as an expert. In this session, we show you 5 key ways to accomplish that.

(3) Sell to the Informed Customer - With manufacturer websites and online shopping, buyers now can get immense information and misinformation. We teach you how to deal with that and overcome these problems.

(4) Compete Against Low-Cost Chinese Products - Price and margin declines are a key challenge for the sales professional, as Chinese products continue to gain ground. We teach you how to effectively sell for or against these offerings.

(5) Beat DIY / Owner-Integrators - More end-users are choosing to bypass integrators and traditional manufacturers. We will teach you how to sell value and overcome these challenges.

Get Video Surveillance News In Your Inbox
Get Video Surveillance News In Your Inbox

(6) Win Larger Projects - Projects with hundreds or thousands of cameras / doors have special needs, are more complex and take longer. We teach you the best ways to navigate and win these mega deals.

(7) Sell Through A&Es / Consultants - Though many complain of bad RFPs and uninformed A&Es, they play a critical role in bigger project. We advise you on how to work with and maximize your chances of selling through A&Es / consultants.

(8) Sell Through Partners - Manufacturer, distributors, integrators and sub-contractors often all play roles in the sales process. We teach you how to best work with partners to maximize your sales.

(9) Manage Security Sales Teams - Whether you are the manager or the rep, commissions, quotas and pipelines are critical pieces of the sales process. We help sales teams find better ways to manage this.

(10) Win Profitable Sales - With product margins declining and so many newer entrants (from IT to electrical contractors), in our capstone class, we teach you techniques to maximize your sales profitability.

Who Should and Should NOT Take This Course

This course is designed for security sales managers (reps, RSM, account executives, BD, etc.) and should help anyone who is actively involved in selling commercial / industrial / government security systems.

This course does not cover residential or intrusion, as many of the techniques and challenges in that area are different.

This is not a technology course and this is not meant for engineers / techs. If you are a tech who wants to get into sales, this would be a great course but if you want technology training, consider IPVM's other courses, such as Cameras, IP Networking and Access Control.

Course Instructors

The course will be lead by Chris Peterson from Vector Firm with John Honovich from IPVM moderating. Chris is a leading security sales expert, leveraging significant field security sales experience, both as a rep and in management.

Chris will lead each session with John moderating questions and providing feedback on related IPVM research and testing.

Course Calendar

The Security Sales course will meet live online, starting May 12th for 10 times over 5 weeks (Tuesday and Thursday for 1 hour from 1pm - 2pm ET.

Additionally, all classes are recorded so you can watch on-demand on-line anytime.

Here is the schedule / calendar:

Course Completion

Throughout the course, attendees will be able to submit answers to assignments with feedback from the instructors and fellow attendees.

The goal of the course is that each attendee will be to identify and use at least 10 techniques taught in this course to improve their 2015 sales performance.

No certification will be offered, because unlike technology courses, the goal is not a piece of paper but improved sales numbers.

Comments (22) : PRO Members only. Login. or Join.

Related Reports

Silicon Valley Cybersecurity Insurance Startup Coalition Profile on Mar 20, 2019
Many industry people believe cybersecurity insurance is not worth it, as the voting and debate in our Cybersecurity Insurance For Security...
Top Metrics For Ensuring Integrator Profitability - Statistics on Mar 20, 2019
How do integrators ensure the profitability of their projects? As part of our profitability study, 100+ integrators answered the following...
Genetec Security Center 5.8 Tested on Mar 19, 2019
Genetec has released Version 5.8. This comes after a wait of more than a year that caused frustrations for many Genetec partners. Our previous...
Retired Mercury President Returns As Open Options President on Mar 18, 2019
Open Options experienced major changes in 2018, including being acquired by ACRE and losing its President and General Manager, John Berman who...
Large US University End-User Video Surveillance Interview on Mar 18, 2019
Schools have become targets in modern days of active shooters and terrorist fears. The need for video and access security is high. Universities...
Hikvision Favorability Results 2019 on Mar 18, 2019
Hikvision favorability results declined significantly in IPVM's 2019 study of 200+ integrators. While in 2017 Hikvision's favorability was...
ONVIF Favorability Results 2019 on Mar 15, 2019
In the past decade, ONVIF has grown from a reaction to the outside Cisco-lead PSIA challenge, to being the de facto video surveillance standard...
City Physical Security Manager Interview on Mar 14, 2019
This physical security pro is the Physical Security Manager for the City of Calgary. He is a criminologist by training with an ASIS CPP credential....
Integrator Profitability Bonuses - Statistics on Mar 13, 2019
While winning projects typically gets the most attention, how profitable those jobs turn out to be is key to the long-term success of integrators....
Network Optix Favorability Results 2019 on Mar 11, 2019
Network Optix is arguably the last new VMS. Founded in 2010, more than a decade after most client/server VMS offerings, the company has become a...

Most Recent Industry Reports

Silicon Valley Cybersecurity Insurance Startup Coalition Profile on Mar 20, 2019
Many industry people believe cybersecurity insurance is not worth it, as the voting and debate in our Cybersecurity Insurance For Security...
Covert IP Camera Shootout - Axis, Hanwha, Hikvision, March, Vivotek on Mar 20, 2019
Covert cameras were one of the last holdout areas for analog cameras. However, in the past few years, IP / HD covert cameras have become...
Top Metrics For Ensuring Integrator Profitability - Statistics on Mar 20, 2019
How do integrators ensure the profitability of their projects? As part of our profitability study, 100+ integrators answered the following...
Avigilon Launches 'Renewed Products Program' on Mar 19, 2019
There are lots of 'pre-owned' cars but pre-owned IP cameras? While such programs are common in other industries, in video surveillance, they are...
Hanwha Tax Evasion Probe, Camera Division Implicated on Mar 19, 2019
A Hanwha group subsidiary was raided as part of a tax evasion probe. While a Korean news media report listed the raided entity as 'Hanwha...
Genetec Security Center 5.8 Tested on Mar 19, 2019
Genetec has released Version 5.8. This comes after a wait of more than a year that caused frustrations for many Genetec partners. Our previous...
Retired Mercury President Returns As Open Options President on Mar 18, 2019
Open Options experienced major changes in 2018, including being acquired by ACRE and losing its President and General Manager, John Berman who...
Large US University End-User Video Surveillance Interview on Mar 18, 2019
Schools have become targets in modern days of active shooters and terrorist fears. The need for video and access security is high. Universities...
Hikvision Favorability Results 2019 on Mar 18, 2019
Hikvision favorability results declined significantly in IPVM's 2019 study of 200+ integrators. While in 2017 Hikvision's favorability was...
ONVIF Favorability Results 2019 on Mar 15, 2019
In the past decade, ONVIF has grown from a reaction to the outside Cisco-lead PSIA challenge, to being the de facto video surveillance standard...

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