After All The Work That Goes Into Security Assessments, This One Thing, If Missed, Will Make The Entire Process a Waste of Time… When the Truth is Clear…Cancer, Heart Attack,…Breach…People Act. With Security Your Message Must Connect and Your Audience Must Feel The Pain. You might think it’s callous of me to compare your own […]
How to Make Assessments Worth Selling Think Like An Investor When Pricing Most people invest at the wrong time (according to the Billionaire Investors Interviewed by Tony Robbins in his book, Money, Master The Game). They jump on the bandwagon when things are high, and they sell when the market drops. Running a for-profit assessment team in the […]
Getting Executive Buy-In Is Critical If You Expect Your Clients to Take Action on Assessment Findings Only about 15% of the risk assessments, from audience poles I conducted, are being acted on! Yet, over 95% of them show urgent issues, according to security experts I am in touch with. There’s a major disconnect. The Right […]
Board members want to know! The news is out – neighboring countries are stealing your client’s stuff. Ten years of R&D investment can be out the window in a few seconds when another country decides to take their data and duplicate their products at a fraction of the cost. I returned last night from a […]
We are just a little over a week away from my webinar with Ingram Micro on providing Undeniable Justification through the Security Assessment Process – a shortened version of my House & the Cloud sales process. The more I work with companies on their proposals and assessment deliverables, the more I see the need to […]
Stop Wasting Time on Proposals Nobody Reads! Sign up here: http://www.eventbrite.com/event/2571952780 (December 21st at 1:00 PM) Nothing wastes more time than writing proposals that don’t sell. The more you write, the more time you waste…I remember some of my early proposals, crafted after lengthy documents I had seen as an IT manager. Then one day […]
First, don’t miss these two sessions online – this is my Christmas gift to you just for being a regular reader…. 1. http://stelzlvendoradviser4.eventbrite.com/ – Setting Fees with Profit in Mind! 2. http://www.eventbrite.com/event/2571952780 – Secrets to Writing Winning Proposals (Including RFP responses) Two areas I see even some of the most successful sales people missing on […]
How did one of my clients close a million dollar deal? 1. It started with an event – a prospect, someone she had not done business with in the past, came to an event geared toward educating our audience on the trends and risks associated with today’s cyber criminals. 2. An assessment was done – […]
In a recent executive coaching meeting, the subject of RFPs came up…this is a common issue for both resellers and technology manufactures – one worth addressing here… The confusion comes when we try to relate this to the sales strategies I’ve described over the past several months. The four things buyers buy – is this […]
I like to think of my proposal as a letter addressed to someone rather than a sterile document opening with a third-person narrative of the company I am selling to. I address them personally… Example: John Smith, RE: Fall Seminar Series I understand you are working to build your sales over the next twelve months […]
High Tech Business Growth 