Selling the WHY…
Tactically Aware, Technically Competent®
Sales Academy
(12 hours)

Salisbury, Maryland
Check back for our next scheduled training

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This presentation will provide insight into the Incident Command Structure utilized in both natural and man-made hazardous events. Additionally, sales representatives will be positioned to educate Security Directors (SD) and Emergency Operations Planners (EOP) on emerging threats and potential mitigation techniques. The goal of this training is to provide a sales team with knowledge and understanding of threat mitigation and response procedures, and how their company’s technology can be leveraged for that purpose. Key topics for discussion will include:

  • Risk Analysis
  • Threat Mitigation
  • Estimation of Aggressor Sequence Interruption
  • Tangible and Intangible Assets
  • Resource Typing
  • Situational Awareness
  • Leveraging Electronic Counter Measures
  • Emergency Operations Plan (Highlighting RIO)
  • Incident Action Plans
  • Key Stake Holders (Internal and External)
  • Reasonable Man Test
  • Foreseeability
  • General Duty Clause
  • Classification and Impact of OSHA Directives (e.g. 3148 and 3153)
  • Unified Command vs. Incident Command
  • Interagency Security Committee Mandates (FOUO lifted Nov.2015)

  1. Utilize the Risk formula to address client Threats.
  2. Apply a qualitative evaluation method utilizing the four components of Negligence.
  3. Review existing EOP and apply the concept of “workflow” to a response methodology.

This training qualifies for 12 hours of Continuing Professional Education (CPE) credit, as issued by ASIS International. You will also receive a Certificate of Completion.

For more information on our upcoming class contact Charlotte Pittinger at (410) 546-3181 or via email.

What people are saying...

I have invested the time and money to take Jerry's class and it was worth well more than I paid for it. It is our collective responsibility as an industry to take Jerry's teaching and put it into... Read More

Drew Deatherage

Jerry has been instrumental, most likely the most important catalyst, in pushing my career in security. His class and wealth of information providing an overwhelming wakeup call for how much I did... Read More

Tom Freedman
SECOM LLC - Senior Security Engineer and Risk Management Consultant

Damn good stuff! We could save lives together!

Hegie Bartol, LPQ
Axis Communication

Great training session Jerry. It has given me plenty to think about and address moving forward!

Dave Hollins
Axis Communication

Highly recommend Active Risk Survival’s “Selling the Why” 2-day Academy. Had the pleasure of attending recently where they shared detailed and substantive information on some of the past Active... Read More

Ben Crabbs
Convergint Technologies DC

I was shocked at the amount of information Jerry has managed to condense into this program. The content was very well presented and will, without a doubt, help drive business. Jerry will arm your... Read More

Darren Crawford
Tyco Security Products - Sales Manager - US Corporate Accounts