Wayne Hurd, Vice President of Sales, Luminys: Best Advice

Wayne Hurd, vice president of sales at Luminys is the latest entry in our Best Advice Q&A series. He notes the best advice he’s ever heard, offers pointers for security industry pros on the rise and names who all others in the security industry should always listen. Security Sales & Integration: What’s the best piece of advice you’ve ever received?  Wayne Hurd: Take the time to understand your customer’s business before presenting a solution. Asking thoughtful, thorough questions helps you uncover how the organization operates, what challenges it is facing and where bottlenecks or pain points may exist. Once you understand those needs, you can stop simply presenting products and recommend solutions that address real business problems. That approach builds the trust required to maintain strong, long-term relationships with customers. SSI: What advice would you give to those looking to achieve success in the security industry?  Hurd: First and foremost, always follow through on your commitments. Your reputation is built on doing what you say you are going to do. You should also be prepared to hear both “no” and “yes” throughout your career. A “no” doesn’t necessarily mean the opportunity is gone forever and a “yes” doesn’t mean the relationship no longer requires attention. You won’t win prospective customers by visiting them once a year or retain existing customers by only checking in when you need something. The security industry is relatively small and relationship oriented. When customers and colleagues know they can depend on you, continued success will follow. SSI: If you could point to one person in the security industry and tell up-and-comers, “Make sure to listen to what they have to say,” whom would you pick and why? Hurd: Firstly, I’d tell up-and-comers to listen to their customers. They’ll often give you the clearest understanding of what’s working, where challenges exist and what they truly need from a security partner. Listening closely to them is one of the best ways to learn, build trust and create long-term value. I’d also encourage newcomers to listen to their internal leaders, such as Conn Flowers and Michael Jackson, national sales directors at Luminys. Both extensively understand that strong leadership is about serving the people on their teams. For anyone building a career in the security industry, your national sales directors and other experienced leaders can be valuable sources of guidance. Take the time to learn from them, ask questions and understand how they approach customers, challenges and opportunities. Their experience can help you avoid mistakes and accelerate your growth. Click here to check out all entries in SSI’s Best Advice series! The post Wayne Hurd, Vice President of Sales, Luminys: Best Advice appeared first on Security Sales & Integration.