Audio Programs « Dave Stelzl's Blog

Archive for the 'Audio Programs' Category

Apr

Ingram Micro Advanced Technology Webinar – Speaker David Stelzl

Categories: Audio Programs, Opportunities and Sales Strategy
Tags: blackberry, David Stelzl, ingram micro, iphone, selling security, technology speaker, webinar

Did you attend the Ingram Micro Advanced Technology Webinar on Accelerating Security Sales using The House & the Cloud? We had nearly 300 registered for this event yesterday…if you missed it, or if you didn’t know about it, Ingram Micro did record the session and has made it available online. Here’s the link for the playback:

CLICK TO HEAR DAVID STELZL’S HOUSE & CLOUD PRESENTATION

Don’t forget, you can also request a FREE copy of the House & the Cloud Book here…(CLICK), and there is also a live audio program available on how to sell using the House & the Cloud sales model (CLICK and scroll down to the MP3 on Executive Selling).

In this session we covered several important topics including:

Problems with the current approach resellers are taking to both sales and marketing.
The problem with most assessments – which leave the sales person with little hope to sell follow-on project and managed services business.
The problem with most sales presentations – leading to boring company overviews that drive your audience to their Blackberries and iPhones rather than listening to you.

From there we moved into several concepts that build a strategy that will lead you up the ladder, into your decision makers office. We talked about how to get to the right people and what to do when you get there. In the end, there must be solid justification. Listen in and see what I am talking about. Thanks for listening!

Jun

Webex Playback – Leveraging the Discovery Process!

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Categories: Audio Programs, Marketing and Sales Strategy
Tags: assessment, channel, Cisco, conference, David Stelzl, opportunity, partner, security, serminar, speaker, Technology, training, Webex, webinar

Here it is… (CLICK)…The play back from my Wednesday, June 8, 2011 Webinar on leveraging the discovery process! I understand from Cisco that last month’s playback, which is also available through this link, was the most listened to webinar in Cisco history – so check it out! (In case you missed this – I usually put a red phone with webinar and teleseminar links).

May

Webex Recording: Moving Up; Accessing Decision Makers

By Dave Stelzl's Blog 2 Comments

Categories: Audio Programs, Opportunities and Sales Strategy
Tags: assessment, Cisco, cyber crime, David Stelzl, heath, let's get read, made to stick, permission marketing, sales, security, selling, seth godin, speaker, Technology, training, Webex, webinar

Here it is: (CLICK), a recording from yesterday’s Webex presentation on accessing decision makers…Also, over the past several webinars I have made some reading recommendations…

1. Let’s Get Real or Let’s Not Play: On this one I recommend the audio book…I’ve listened to this book dozens of times as he does a great job of getting down to business with busy executives that tend to give elusive answers to avoid being pinned down.

2. Made to Stick: Great book on Marketing. I was recently talking to a young lady getting ready to head off to college for marketing – total waste of time. Read three or four books (this being one of them) and you’ll be way ahead of most marketing graduates.

3. Permission Marketing: Here’s another of my recommendations on marketing…I spoke about gaining permission through the demand generation / event process, and moving through the 4 meetings…these are simply practical steps of gaining permission. Read what Seth Godin writes here and you’ll understand exactly what I am proposing in my Webinar.

4. The New Rules of Marketing and PR: We haven’t mentioned this book yet, but it’s the third one to read on marketing. As Social Media prevails, learn to use it in your business.

5. The House & the Cloud: I’ve mentioned this book countless times…yes it’s my book, and probably the only book specifically written to sales people on selling security technology. You should read it…

Apr

Play Back: Effective Demand Generation Events Webinar

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Categories: Audio Programs and Marketing
Tags: Cisco, David Stelzl, Demand Generation, Marketing, new marketing, old school marketing, presentation, selling, speaker, Webex

By David Stelzl

Here is the Playback link from a webinar I presented yesterday on Effective Demand Generation (CLICK)! (Sponsored by Cisco Systems)

A few highlights:

1. We started out reviewing key marketing concepts. The fact is, old school marketing doesn’t work and CIOs are tired of the same old lines every sales person uses when following traditional sales training methodologies.

2. Events are one of three key platforms for marketing. I mention all three, but then dive deep into 7 principles of effective demand generation marketing events.

3. I gave sample topics that work along with recommendations on types of speakers you should be considering for this type of event.

4. We discussed who needs to be there and how to get them there.

5. I detailed the follow up process which actually starts at the event and continues as reps go out, not only following up on those who attended, but leveraging that same event to access hundreds or thousands of additional qualified buyers.

The link does require you to register with Cisco, but I’d encourage you to do so – this information is an essential part of growing your business over the next 12 months. Let me know how its working and how I can help.