Back From WatchGuard’s SKO 2019
Pictures From the WatchGuard 2019 SKO Meeting in Seattle!
Tag: channel
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, […]
Webex Playback – Leveraging the Discovery Process!
Here it is… (CLICK)…The play back from my Wednesday, June 8, 2011 Webinar on leveraging the discovery process! I understand from Cisco that last month’s playback, which is also available through this link, was the most listened to webinar in Cisco history – so check it out! (In case you missed this – I usually […]
Leveraging the Discovery Process to Reach Decision Makers
Join me on June 8th at noon EST – Leveraging the Discovery Process to gain access to decision makers (CLICK to SIGN UP). I will be building on material presented over the past several months, but you can always go back and review sessions you might have missed. In this one hour session I will […]
Wall Street: Cisco’ Investors Need a Switch…Additional Perspective
If you sell, you should be reading Wall Street…that is, if you want to call on decision makers. This morning’s article on Cisco is important information if you resell Cisco, especially when your clients start asking, “Should we stay with Cisco?” Statements like: …shares languishing at 1998 levels …the company’s problems run much deeper than […]
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. […]
Your Proposal Must Target the Urgent
In preparation for our final day in the Virtual Making Money w/ Security Workshop I thought this short clip on urgent proposals would be apropos: © 2011, David Stelzl
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 […]
High Tech Business Growth 