Custodians are Important

Custodians are important.  Imagine how your office would look if no one ever cleaned up, took out the trash, vacuumed, or wiped off tables after an all day board meeting.  It would be disgusting.  Things would get so bad after just one week that you would probably move your office back home. Influencers in the […]

Accessing Executives – Tomorrow at Noon

FREE webinar on accessing decision makers – tomorrow at Noon (EST) – (CLICK to sign up) Back from Mumbai – today I will be presenting to 50 executives in Richmond Va, showing them why companies, regardless of how much they spend on data security, are still vulnerable and likely under attack.  Whenever I do an […]

The Problem w/ Calling On Executives

Thousands of incompetent sales people have preceded you, calling on executives and wasting their time with company overviews, product data sheets, and silly questions about what is keeping them up at night.  No wonder managers have stopped taking sales calls. © 2011, David Stelzl

When Calling High is Painful

Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt.  When this happens, remember: You are a profit center (if you are in sales), they are a cost center – overhead You get paid on commission, generally commensurate with the […]

2010 Spending – will you get your share?

SC Magazine News wire reported this morning an increase in technology spending based on a survey of CIOs.  Server technology tops the list, with security right behind it.  The problem is, competition is likely to be fierce as some companies actually do begin moving forward on delayed projects, while others remain cautious.  How will you […]