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

2. 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

3. 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

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

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

6. 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

7. 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

8. 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

9. 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

10. 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

11. Questions??? Sharon Shaw, sshaw@techsystemsinc.com, 720-212-9844
Dieter Giblin,