Technology Sales Speaker, David Stelzl – recap of the Las Vegas / Cisco Defcon Meeting

Back from a week-long tour, with a video recap of the Cisco Partner Meeting, held in Las Vegas at the Rio…in conjunction with the BlackHat and Defcon 2011 events…to the Left, a shot of the Vegas strip from the airport! Check out the video recap below….               © 2011, […]

Advertisement

Cisco Webinar Question: Why not Competitive Advantage?

A couple of attendees emailed questions regarding competitive advantage…following Wednesday’s Cisco sponsored webinar.  I thought it might be helpful to address this here: (Q) Why is Operational Efficiency or Risk Mitigation easier to sell than Competitive advantage? First, it’s important to note, I did not say you can’t sell using competitive advantage as your value […]

The iPad; A Case Study Not To Be Ignored

The Ipad – Here are some sound bites: (Source: Wall Street Journal) 1 year old 90% market share 14.8 million devices sold 9.5 Billion in revenue in one year! 200 Million Apple Accounts world wide And a new version out this month while the competition is still scrambling to compete with the first  release. Innovation […]

Moore’s Model Revisited

In 1995 Geoffrey Moore brought us ground-breaking information in his book entitled, Inside the Tornado.  This book was required reading for many technology manufacturers, including HP, a strategic partner of my employer at the time.  Using a standard marketing normal distribution curve, Moore showed us how market adoption changes when you start talking about technology.  […]

When More Deals Lead to Bigger Loses

Traditional thinking says that more sales will lead to a higher income.  Here is one more example demonstrating the deception in this type of thinking.  I frequently come across sales people working for smaller VARs, selling into small mom & pop companies.  These customers don’t spend much, so the deals are smaller, yet the VAR […]