From Sales Rockstar to Superstar Presented by: Dieter Giblin | Sharon Shaw On behalf of the PSA Sales & Marketing Committee

Introduction Learning Objectives Introducing the Committee Explore ideas for improving closing ratios, shortening sales cycles, increasing sales with existing customers, and generating referrals Obtain sales best practices in the physical security industry Introducing the Committee Overview of how PSA is a key partner in the sales process

How to Increase Closing Ratios - HOT LEADS Existing customer in need of additional services A prospect with an ongoing conversation with an immediate need Incident Reaction: Need video coverage (due to event where evidence is needed) Need access control (due to unauthorized access event) Converting trends to business opportunities Cyber security Known Risk Known Vulnerabilities End-of-life announcements Compliance

How to Increase Closing Ratios – WARM LEADS Tradeshow Contact Invitation to Bid from an unfamiliar organization Marketing automation/lead generation Client referral

How to Increase Closing Ratios Establishing Short-term and Long-term Goals Prioritization: Qualifying Leads Likelihood of Closing Time Management

How to Increase Closing Ratios Firm Anticipated Closing Date (High priority) Move-in Date Budget Schedule Sense of Urgency Audits/Compliance Deadlines Soft Anticipated Closing Date (Lower Priority) Life-cycle Management Budgetary Proposals Wish-list Efficiencies Reactions General Improvement

How to Shorten Sales Cycles Access to Funding Risk Assessment Site Assessment/Gap Analysis Leasing Options OpEx vs CapEx Susquehanna Bank Breaking Down Larger Projects into Smaller Ones Partnering with IT

How to Shorten Sales Cycles Action Items Follow-up by YOU Follow-up by CLIENT Clarity of Messaging Conversational Proposal/Documentation Quality of Solution Today’s Problems Solved Listening, Hearing, Understanding

How to Increase Sales with Existing Customers Adding new services to existing portfolio Preventative Maintenance Inspection Extension of End-User Security Department: Fill the Gaps Managed Services Introduce new technology Broaden offerings – new silo of business Annual review of their system performance and security program Alignment with security objectives ROI Review

How to Generate Referrals Customer Referrals Survey at the close of a project Testimonial Friends that you would like to refer us to Strategic Partners Consultant Manufacturer Professional Network Do you know of anyone with a need that we could help? Social Media Endorsements on LinkedIn SM Reviews Yelp

Questions??? Sharon Shaw, sshaw@techsystemsinc.com, 720-212-9844 Dieter Giblin, dgiblin@istechs.net, 808-294-1032