Throughts on Successful Sales Management – Friday at 11:30

Preparing for this week’s upcoming Teleseminar on Successful Sales Management, a few random comments from things I see almost every day… (sign up at http://www.stelzl.us/business_strategy_TeleS.asp) 1. Good sales people are entrepreneurs.  They can’t be managed like a team of factory workers.  Keep in mind – high risk, high reward.  Let let the compensation plan do […]

Notes from My Ingram Micro Presentation

Just returning from my Dallas event with Ingram Micro…what a great trip and event!  Ingram Micro always does a great job hosting these types of programs for it’s reseller community…a few follow-up notes on my talk for those who attended and even those who did not… There is a time to charge for assessments! 1. […]

I hate resumes

I think Wall Street’s headlines put an end to the recession a year or so ago – I guess they missed it.  In any case, there are lots of people on the street and resumes flying about wherever I look.  Most of them poorly written boiler plate text that won’t land a position with anyone […]

Social Networking

Some key points from today’s training on Social Media Marketing with and Business Service Management Sales Training with BMC Partners; Sales and marketing must come together – sales people build their own brand Buyers want expert advisers in business service management, ITIL, change management etc.  The sales person can no longer say, “I’m in sales”, […]

Increasing your income 700%

Friday’s teleseminar on Success with Character started with a story worth restating here.  In 1907 Frank Bettger was fired from the team (he played baseball for a living) for his laziness.  His coach’s parting words were, “Get some enthusiasm.”  Frank, after determining that from now on, he would be the most enthusiastic player ever took […]

Channel Program Everywhere

Lots of channel talk out there…Juniper is revamping reseller training online to address complaints from their channel, Fortinet coming out with an MSSP program, probably in response to the SMB and midmarket growth in managed services offerings – of course all of the AV companies out there are doing this or headed that way, and […]

Success With Marketing Events

Social networking is a great marketing tool; no doubt.  Marketing events are equally as good…both require precise execution.  Tomorrow I’ll be speaking to 40 decision makers in Richmond VA.  These are largely new prospects – how did we get this audience and what will make tomorrow a success? Practice!  The sponsoring company and I have […]