I've spent my career with the people who use these systems.

The short version

I've spent more than 30 years selling video surveillance and access control to the people who actually write the checks. Over that time I've generated more than $60 million in revenue, led sales teams, and built value creation plans for companies heading into acquisition.

Most of that time I was in the field with end users, not behind a desk. I back it with formal sales training and certification, and I'm not selling theory. I'm selling what has worked.

Where it comes from

I spent my career with large regional integration companies, including 19 years as a vice president and president. We represented and sold best-in-class solutions, so it was a value sale, not a price sale. That's the kind of selling I help integrators do.

I'm a U.S. Army veteran and a Zig Ziglar Legacy Certified Trainer and Coach. The idea I took from Ziglar and still use every day: you sell by helping people get what they need, not by pushing.

Outside of sales, I'm a professional songwriter, singer, and guitarist. In the 1990s I had three top-ten singles in Europe and won a European Country Music Association award. Playing for a room teaches you fast whether you're connecting or just talking. That lesson carries into every sales conversation.

Why I do this now

I've seen good integrators lose deals they should have won, and good salespeople quit because nobody showed them how to win. Most of the time it isn't effort. It's strategy, process, or skills that nobody ever fixed.

I'm also CEO of Wallew Technology Group, so I'm running a company and building a sales team of my own while I advise yours. What I tell you is what I'm doing myself.

So I work with a limited number of security integrators at a time, chosen by fit. I tell you what I see, even when it's not what you hoped to hear. I'm based in the heartland, in Northwest Arkansas.