Tag: assessment

Written by Dave Stelzl CISSP

5 Important Security Sales Concepts

Selling Security is Not The Same As Selling Insurance You can spin security a million ways to make it sound like there’s a return on investment, but you’re only kidding yourself. So how exactly do you sell something that many people think they don’t need more of, and that really has no ROI? I just […]

Written by Dave Stelzl CISSP

The Bot; Your Prospect’s Enemy #1

One Thing to Look For In Your Next Security Assessment… If You Want To Convert To Projects & Managed Services Are you assessing your client’s data security? More importantly, is your assessment turning up urgent issues.  A week or so ago I posted on finding urgent issues – The Bot is your client’s number one enemy. […]

Written by Dave Stelzl CISSP

The Managed Services Provider of The Future

Managed Services is Quickly Commoditizing Yesterday I met with Bob Howard, founder of Contact Science (a firm specializing in telephone prospecting productivity). We were exchanging ideas on prospecting – specifically in the SMB managed services business. The SMB managed services business is quickly commoditizing – becoming a price per box sale just like the PC business a […]

Written by Dave Stelzl CISSP

What Your Clients Need to Know About ID Theft

Identity Theft is Misunderstood By Many Of Your Clients Last Friday I had the opportunity to interview John Sileo, one of our nation’s foremost experts on Identity Theft.  This was part of the SVLC Insider’s Circle online events…if you’re an active member you have access to the entire interview posted on the membership site. We gained some […]

Written by Dave Stelzl CISSP

Following up…Your Next Marketing Event

What happens when you do an event, offer a complementary assessment, and then the opportunity goes silent?  This happens sometimes. (By the way, if you’ve not done events where lots of people are committing to a next step, join me next week for Making Money w/ Security and I will show you exactly how to […]

Written by Dave Stelzl CISSP

From Vendor to Adviser Webinar Follow Up

A couple of key points from today’s webinar: 1. The discovery process deserves some re-engineering.  It is by far the greatest accelerator you have once in the account, and is the thing that will take your team from being a vendor, to being seen as a strategic adviser.  Don’t miss this point – don’t assume […]

Written by Dave Stelzl CISSP

Important Point From My Session In Las Vegas

In both sessions I conducted this week, speaking on the power of the discovery process and how to leverage it to expand deal size, I polled the audience on a very important question; “How many of you believe  the decision makers are reading your assessment reports?”  Almost every attendee responded yes to the question – […]