1. New to Security? 10 Things Every Sales Professional Should Know Before Making Sales Calls
Presented by: Dieter Giblin | Sharon Shaw
On behalf of the PSA Sales & Marketing Committee

2. Introduction Who is PSA Security Network? Benefits:
The world’s largest electronic security cooperative
Chances are, your company is an owner!
Benefits:
National Deployment Program
Competitive Bid Program
Competitive Pricing on Leading Equipment
Committee Engagement | Networking | Education
marketing

3. Vertical Market Analysis

4. Who is the customer??? Physical Security: Property, People, Processes
Cyber Security/IT: Network, Bandwidth, Technology Management
Facilities/Operations: Mechanical, Business operations, Efficiency
C-Suite: Key Performance Indicators, Budget, Return on Investment, Protecting the Brand

5. What is the goal of the security operation?
Deter – (Fencing, overt video surveillance, guard patrols, lighting, access control)
Detect – and identify (Intrusion systems, video analytics)
Delay (Layered security design, CPTED)
Respond – and apprehend (Dispatch, Voice-down)
Recover – (Report, analyze and adapt)
Prevent – (Prepare, Conduct Risk Assessments, Situational Awareness)

6. Where does security fit into a prospective customer’s budget?
Bottom.
Depends on the Market
Financial: PCI Compliance
Gaming: 25 CFR 542
Healthcare: HIPAA, Pharmaceutical
Manufacturing: TAPA, FSMA
Utilities: CFATS, NERC-CIP
Incident Reactions

7. Who makes the final decision over technology?
Functionality, Design Expectations: Physical Security
Controlling Access
Monitoring Activity
Recording History
Reporting for Compliance
Cyber Security Compliance & Technology Performance: IT
Communication protocols
Hardening requirements and capabilities
Redundancy/Disaster Recovery
Business Optimization & Efficiency: Facilities & Operations
Convenience vs. Safety & Security
Ongoing Maintenance
Affordability & Cost-Effectiveness & KPIs: C-Suite
Maximize the bottom line
Improve key metrics
Align security goals with organizational goals

8. What makes your company the best fit for that project and how do you convince your prospect?
Which vertical markets does your company currently specialize in?
How would you profile your ideal customer?
Which customers are most lucrative and have the healthiest relationships today?
What products and services are you providing to you “best customers” today?
How can you repeat and/or expand upon your current footprint?

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