Tag: Sales
Bill Hildebrand leaves retirement for RGB Spectrum
February 21, 2023SSN Staff
ALAMEDA, Calif. – RGB Spectrum has announced that industry veteran Bill Hildebrand has left retirement to lead its sales team as director of North America.
The company announced on Feb. 21 that Hildebrand had come out of retirement to lead its sales team after nearly 14 years at Planar Systems where he helped the company grow by leaps and bounds, his most recent role being North American Vice President of Sales. He has over 26 years of experience in the IT and AV industries, with...
Dynamark helping dealers get through COVID crisis
July 1, 2020Paul Ragusa
HAGERSTOWN, Md.—With many dealers feeling the effects of decreased business, Dynamark Security Centers is offering support to dealers through a comprehensive approach that addresses not only the financial, but also the operational and technology side of the equation.
“Because of the need from our dealers, we are providing support by way of a three-legged stool,” Dynamark’s Senior Vice President for Sales & Business Development Hank Groff told Security Systems News, noting...
Arcules appoints Michael Hygild as director of sales, EMEA
May 27, 2020SSN Staff
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IRVINE, Calif.—Arcules, a provider of integrated cloud-based security services, announced that it has appointed Michael Hygild as director of sales, EMEA, effective July 1, 2020.
The addition of Hygild to the Arcules leadership team will help to accelerate the company’s current momentum and ignite its next phase of growth. In his new role, Hygild will be responsible for leading strategic sales initiatives, including channel programs, within Europe.
“Michael...
DMP names Jeff Spatz as director of sales, West
February 21, 2020SSN Staff
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SPRINGFIELD, Mo.—DMP recently announced the expansion of its West Coast sales leadership team with the promotion of Jeff Spatz to director of sales, West.
Spatz joined DMP in 2019 as the dealer development manager (DDM) for the company's Los Angeles region, and then moved to serve the Southern California territory. In a very short time, he has proven his outstanding leadership abilities, making this transition a natural one, DMP noted.
“Jeff is a genuine...
Six ideas to making successful sales contests
December 12, 2018Chris Peterson
About 20 years ago, my boss pulled me into his office and asked a favor. We were entering June and all indications were pointing to a slow second quarter. The company needed sales. He needed sales. His request was direct: “I need you to pull in every dollar possible this month. I'll approve whatever you need—just bring in the sales.” I rode in the field every day that month, staying in front of decision-makers and creatively convincing them to place their Q3 orders early. My region...
Six CRM best practices for sales managers
August 29, 2018Chris Peterson
If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided to offer the six best practices that I've seen help companies fully utilize a CRM system.1. Don't expect a CRM system to solve your sales problems. Many sales managers dream of the day their company decides to purchase a CRM system. With the vision of their sales people never missing a task, having...
Five ways a sales leader can find and win new accounts
May 30, 2018Chris Peterson
For a million valid reasons that are beyond the scope of this column, commercial security has evolved into an industry of account management. We do an amazing job of taking care of our current customers. In fact, I feel comfortable stating that we've never been so effective at servicing our customers. However, we're not very strong at growing market share and winning new accounts. This type of behavior by the sales team doesn't appear to be a bad thing when the economy is expanding, like right now....
Five best practices of effective sales coaches
April 18, 2018Chris Peterson
One of the largest gaps I see in sales managers' performance is their lack of coaching. I don't mean formal sales training, but coaching done by one's boss—the roll-up-the-sleeves and show-you-how-to-do-it type of coaching. I'm referring to the field rides with 45-minute debriefs at Starbucks, working on a solution in a closed conference room together, and running through role-playing scenarios in the car, just before heading in for the presentation. That's coaching.I've observed that sales...