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How to Avoid Falling in a Rut While Navigating the COVID-19 Crisis
One of my favorite movies is “Groundhog Day” and its star, Bill Murray, is one of my favorite comedic actors. The film sees Murray play Phil Connors, a cynical TV weatherman whose assignment is to...
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Examining Selling Strategies Post COVID-19
The COVID-19 pandemic has forever changed our world of business and life, and perhaps more significantly your customers’ business. The secret to succeeding in business is to adapt quickly or die a...
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Examining Selling Strategies Post COVID-19 (Part 2)
We left off last month building a BRIDGE to your customers’ different stakeholders so that you can deliver a great security/safety plan that will gain consensus and support. With so many new cooks in...
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Taking a Consultive Approach Post COVID–19
COVID-19 changed our world in 2020 and probably well into the future. But as dark as this event is, there is a silver lining. We got a serious wakeup call. What did we learn from this event? How will...
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Taking a Consultive Approach Post COVID–19 (Part 2)
Welcome to the world according to “GIARPTET.” I left you hanging last month but I want to fix that by providing the last four steps in my recommendation of taking a consultative approach to selling a...
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2021 Planning: Get Out of Your Comfort Zone
The worst purchase I made in late 2019 was a 2020 annual planning calendar. I know you will all agree with this statement. If we had been sitting around on March 15, 2020, perhaps enjoying a glass of...
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5 Integral Keys to Transitioning Leadership
In my long career in security I, like you, have been through leadership changes — some easy and some pretty tough. Depending on the company size and focus, whether manufacturer, distributor, systems...
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How to Elevate Your Security Guard Service
It was a stormy night long ago in a far away land, past midnight, when suddenly a shrieking sound let loose and a bright light appeared. I jumped up and started to run … toward the light and shrieking...
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MIPS 2020: Leaving No Partners Behind and Dispelling Cloud Myths
GRAPEVINE, Texas — Milestone Systems delivered its 15th annual Milestone Integration Platform Symposium (MIPS) here at the Gaylord Texan hotel. The company needed a Texas-sized hotel to house the 700...
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AMAG Rolls Out Roadmap at 2020 Security Engineering Symposium
SAN DIEGO — AMAG Technology hosted an impressive group of 130 consultants, end users, technology partners and resellers here at the very posh Pendry Hotel, located in the downtown Gaslamp Quarter, Feb....
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Why You Must Arm Your Security Guards With Knowledge
We left off last month talking about how not only is the manned security business model still very important, but also how it is changing with customer expectations, as well as mega mergers and...
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How to Plan a Strategic Upsell/Upgrade Program
… you get there by turning off Sold Customer Blvd. and then hang a right on Obsolescence Drive. This destination and directions were provided by AAA (Accelerated Account Activity) roadmaps for sales...
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Lessons Learned From a Pandemic ‘Storm Surge’
I left you with an empty gas tank last month on your way to your new destination of Upsell Circle, a neighborhood where you enable customers to improve their security and safety lawn services. Fill’er...
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Evaluating New Technologies: How Do You R.A.T.E.? (Part 1)
We all measure, compare and rate ourselves and perhaps our businesses subconsciously; it’s human nature so don’t fight it. Our own rating systems are often based on past processes, services, products,...
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Evaluating New Technologies: How Do You R.A.T.E.? (Part 2)
Last month we left off explaining what important, purposeful technology adoption speed can mean to your business health. Rapidly identifying relevant technologies that have staying power and broader...
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How Well Can You Convey the Value of Your Business?
We all feel our companies and people are unique and the best in the industry. So why don’t prospects and customers see us the same way? Why can’t they differentiate the business and security value we...
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How to Differentiate Your Company From Competitors
We left off last month asking the big question, “What makes your company so different?” Does your team know? Can and do they tell others with enthusiasm? Can your customers define that differentiation...
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Why Change Is Necessary and How to Implement It
The only constant in life is change. Change in business in 2020 was an object lesson for anyone who would doubt the words of Heraclitus, an ancient Greek philosopher (535-475 B.C.). “Nothing in life is...
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Insights for Adjusting to and Implementing Change
We left off last month with some insights on how change impacts your organization, recruiting and managing existing talent to reach your organizational goals. Change is the only real constant in life....
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How to Attract, Hire & Retain Talent (Part 1)
This topic has probably been the most often discussed subject with our clients the past three years, and for good reason. Add the reset of 2020 and talent retirement into the mix. This is top of mind...
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