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 […]

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 – […]

Marketing Requires Passion

Passion drives the sale.  If you’re not passionate about what you are selling, change jobs.  As I prepare for next week’s Venture Tech Network conference in Las Vegas, it occurs to me that no matter how great your questions are, your references, the technology you sell, or the team behind you, if you don’t look […]

The Retail Opportunity; Technology Motivational Speaker David Stelzl Preparing to Speak to Top Retail Sales Teams

This morning I am headed out to speak to 35 sales teams calling on the top 35 retail organizations in the world – My topic, Moving From Vendor to Adviser – Capturing the Security Opportunity.  As I’ve prepared over the past several weeks, I’ve had the opportunity to interview some of the top performing sales […]

Closing the Million Dollar Deal

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 – […]