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The decision to purchase Electronic Counter Measures can be based on a number of factors. Risk Mitigation is always at the top of the list. Mitigating Risk requires an understanding of All Hazard Event planning and response. Having a properly written Emergency Operations Plan that leverages all available resources is key to improving outcomes during a Critical Incident. Your sales team needs to understand how the technology they sell and the unique way you position your solutions can Mitigate the loss of Life, Property, Reputation and ultimately reduce Liability. Understanding these concepts creates a "point of difference" for your company and ultimately closes the sale. This makes your customer's place of business more secure. Security companies spend time and resources training their technical staff to properly deploy technology. How much is spent on training sales people to be Security Professionals?

- Jerry G. Wilkins, PSP®