Archives For Audio Programs

Friday we completed day three of the Event Marketing workshop!  It was a packed three days – a great group, and I believe we covered a lot of ground.  As promised, I did complete the book, Event Marketing, 7 Steps to Profitability Using Lunch & Learns and Sales Events.  I also completed my editing of the audio files from the class on Monday…

The Book

Here is how you can get the book…it’s just $9.99 and only available on my digital download site right now…


The Workshop – Audio Files

You can also get the entire 6 hour audio program from the workshop.  If you order now, you’ll receive the ebook with it!  Here’s the link.

Next, I’ll be conducting an actual event using these principles, on Thursday this week.  If you’ve been reading the Wall Street Journal over the past several days you know that security has been in the news with several major attacks coming from outside the US.  In particular, the US banks and infrastructure are under attack.  Much of this seems to be rooted in Iran’s response to Stuxnet and other irritations they associate with the US.  We’ve also seen some large scale attacks on a large Florida university, compromising hundreds of identities.  Keep your eyes on what is happening out there – your clients will thank you for it.  In the mean time, be sure to read through and listen to these materials on Events.  I look forward to your feed back.

© 2012, David Stelzl


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:


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!


© 2012, David Stelzl


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).

© 2011, David Stelzl

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…

© 2011, David Stelzl

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.

© 2011, David Stelzl