A mission helps, but it’s hard work and a competitive nature that matter most By Martha Entwistle Is there a correlation between the success of the summer-sales model companies and the fact that many summer-sales reps have grown up in the Mormon culture? It’s a culture after all, where many young people take time off [...]

Exclusive Barnes Associates/SSN study finds growth leveling off By Martha Entwistle More than 15 percent of all alarm accounts sold in the United States in 2009 were generated by door-knocking, according to a study completed in August by Barnes Associates in collaboration with Security Systems News. Barnes Associates, an investment banking firm which specializes in [...]

Ask any security company about “door-knocking done right” and the first thing they mention is ethics.

Make space on the wall: Product certifications are going to increase in importance and value—and that’s why you’ll need to pay for them By L. Samuel Pfeifle It’s easy to understand the reticence of some security systems integrators to pay for product training. After all, without integrators making sales and installations, where would manufacturers be? [...]