Specialist vs. Generalist - Revisited (Episode 74)
In Episode 74, the Unlocked trio—Chad (Loc-Doc Security), Tony (Assured Security), and Lars (Calgary Lock & Safe)—engage in a high-stakes debate over the future of security sales. Fresh off a trip to Las Vegas for ISC West, Chad proposes a radical shift: abandoning the generalist model in favor of "micro-business centers" where salespeople specialize in single disciplines like video, access control, or doors and frames.
Tony pushes back hard, arguing that specialization can alienate customers who want a single point of contact and may lead to missed cross-selling opportunities. The guys…
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