Mumbai – Day 4: Working on the Message

Yesterday we completed day 2 of the Making Money with Security workshop – working on messaging.  Wherever I go, there seems to be a disconnect between marketing and sales…at some point in the value proposition development portion of my workshop, I ask someone to show me what they would deliver if given a high level […]

Mumbai – Day 3

Yesterday we completed day one of our three day training class in Mumbai – my friends from India were kind enough to have ordered pizza for lunch without me knowing (Dominos in Mumbai pictured here!)  Notice the unique arrangement of Indian veggies on this slice…Not from NY, but much appreciated!  On the other hand, Dominos […]

Mumbai – Day 1

As you can see, the JW Marriott in Mumbai is spectacular!  Here are some pictures from Day One – planning at the Marriott ( and recovering from my trip).    It takes 20 hours to get here, including the layover in Munich – flying Lufthansa…and arriving around midnight makes it even more fun! Despite the long […]

Reaching Decision Makers

Join me on May 18th at 12 noon, EST for a FREE webinar (sponsored by Cisco Systems):  Sign up here (CLICK).  There is no cost, just a few items to fill in on Cisco registration web page.  I’ll be continuing a series on leveraging security assessments to grow your business.  Last month we covered educational […]

The Right Audience

Yesterday I wrote about speakers and who should speak to your customers and prospects in a demand generation event…What about the right Audience… A few years ago, I was scheduled to speak in Chicago at an executive breakfast.  I flew all night from southern California to make this event, almost got stuck in Philadelphia  (I […]

More Points from Wednesday’s Effective Demand Gen Webex

Based on some of the follow up questions I received following Wednesday’s Webex on Effective Demand Generation I thought it might be helpful to add these points: 0. Don’t let the irritated, over-worked executive frustrate you or stifle your marketing plans… 1. Marketing, while considered to be very artsy, is very scientific.  Learn what motivates […]

Remember the Four Things

As a follow up to the webinar last week, remember the 4 things in every sale – which one are you selling?  If it’s not one of these, price is your only advantage! This isn’t the first time channel partners have faced financial struggles, but like always, a change is needed if you want good […]