The Security Guys The Security Guys

In this episode we dive into the topic of school security.  Summer is just around the corner and while the campuses start to empty, we in the security industry start to get to work providing solutions that create safer learning environments for students and safer workplaces for staff.
We cover some of the basic concepts of school security from a technology standpoint and things you'll want to consider when presenting solutions to your schools and districts out there.
Enjoy the show!Resources:PASS - Partner Alliance for Safer SchoolsE-book - Best Practices for Keeping Students Safe: A Guide To Campus Security - From Aiphone
Podcast Chapters:
5:32 - Fencing - Perimeter9:10 - Exterior Surveillance16:08 - Controlling Access via Communication & Visual Verification22:00 - The Delicate Balance of Security & Psychological Impact28:05 - Access Control In Schools39:25 - Importance of Communications - Paging, Announcements, Procedures, etc.49:55 - Vital Importance of Policy & Procedure53:55 - Summary & Closing Discussion1:02:30 - Preview of Next Episode
 

This one we flip the script on last episode and Everett has some questions for Roger about... questions.
Roger tends to ask a lot of questions during calls and meetings that help to draw out details and offer clarity, helping to direct the conversation or gain further understanding of a customer, topic, project, etc. 
Hopefully this one helps you in being mindful of the questions you ask of your contacts, colleagues, and clients in the field.
Enjoy the show!
 
Podcast Chapters:2:05 – Approaching topics before asking questions8:23 – Questions to uncover needs11:49 – Assume you DON’T know everything15:14 – Facing reluctance to probing questions16:12 – Clarify why you’re asking the question17:39 – Adapting questions to the audience21:33 – Your Questions can help your peers28:20 – Having a goal in mind ahead of sales calls35:40 – Key attributes of effective questions38:31 – Tips to practice your questioning44:10 – Connecting with people & appreciating stories

Today we examine one of the most important things in business - developing relationships.We dig into one of Everett's strengths in connecting with people and fostering lasting relationships with others.
You won't want to miss this one - Everett has some excellent tips and insight that will help you build connections and work to build a strong network.
Enjoy the show!Podcast Chapters:3:13 - Creating Positive Experiences & Creating "Coaches"5:45 - The Importance of Building Networks9:10 - Developing Genuine Relationships & Networks18:30 - Importance of Face-to-Face Interactions20:06 - Transition From Small Talk to Making Genuine Connections28:14 - Storing Personal Information of Contacts31:02 - Closing"The Office" episode referenced: Season 5 Episode 24 - "Heavy Competition" ...authenticity and your contacts & relationships being your contacts & relationships

BONUS EPISODE
In today's episode we got together in Las Vegas to record an ISC West recap on Friday morning before the final day of the show.We cover:- What the show was like this year- Our highlights- Tips for the show and what NOT to forget- Our time at the booth and why it is so helpful as a sales rep to attend ISC West for your company- Aiphone's product & booth highlights + Aiphone event- Hearing from some listeners & show feedback!+ MoreHope you enjoy it - we had a blast!**Shoutout to Harper Promotional for the hats that one of our friends & fans was rockin' all show long that generated some interest in the show and created a pretty cool fan interaction that we share in the show.  If you're looking for branded gear (hats, shirts, promo gear) for your company, hit up Kyle at Harper Promotional (link here) and tell him we sent you.

The Security Guys break down some of the most popular systems available from Aiphone in hopes that it will help you determine which system is right for your application.(*Hint: It's probably IX or IXG)3:07 - Importance of Support6:32 - Success & Adoption of Aiphone's IX Series17:29 - Benefits of JP & JO Series23:36 - IXG & GT Series for Multi-Tenant28:16 - RMR Opportunities with Mobile Apps31:17 - Introduction to AC Series Access Control35:28 - SummaryTo find your Aiphone sales rep, click here: https://www.aiphone.com/sales

Today we got some lists!  We're sharing our top 5 things we feel makes a good sales person in the security industry.These are things that everyone - new or seasoned sales professional - can add to their arsenal or polish & improve to make them more effective in the industry.Enjoy the show!
Podcast Chapters:
6:47 - #1 Thing That Makes A Good Salesperson in Security16:39 - #2’s25:31 - #3’s33:05 - #4’s + Slam Dunk Contest Tangent44:47 - #5’s54:25 – Honorable Mentions + Recap
 
Also referenced:
2000 Vince Carter Dunk Contest2007 Dwight Howard "Sticker Dunk"2008 Dwight Howard "Superman"CRM Couples Therapy w/ DeeboAnd also...Dwight Howard was with the Lakers 3x, not 2 ;)