Archives For Dave stelzl

Taking copious notes has always been a discipline I’ve embraced.  Whether in school, a seminar, or even Church, I like taking notes – not everything that’s been said, but the ideas that come as a result of the speakers insights.  My CRM database, Salesforce.com is no exception!  I use the history section to keep notes on meetings, but the description field is where I keep the important insights!  Here are some favorites I come across as I call on people:

DON’T CALL

Requested free copy of The House & the Cloud

THIS PERSON IS NOT A DECISION MAKER

NOTHING EVER CLOSES WITH THIS ACCOUNT

Referred by ***** on ******

Gave exceptional feedback on my keynote at *******

Kids names are….

Spouses name….

Birthday….

Take notes, put them somewhere you’ll see them, and make them meaningful.  Remembering key details, whether they say “This person never buys anything,” or “Birthday on ….” provide important direction on how to engage when opportunities come up.  (Might be a perfect fit for carrying an iPad into your next sales meeting!)

© 2011, David Stelzl

Join me this Wednesday at 12 Noon EST for a discussion on Effective Demand Generation and the use of security Assessments.  This is part of a series I am doing – sponsored by Cisco Systems.  There is no cost – you just need to sign up here (CLICK).  Scroll down and to the right for the registration button, and note future events as well.

This has been a hot topic as many are working to build their pipeline for 2011 – Demand Generation events are still one of the most effective ways to do this, however I see many of these types of events producing lackluster results!  Why?  It takes work; but it takes more than work.  There is a strategy to all of this, and when the formula is followed, it works.  In some of the blog posts I wrote last week I shared about events that produced almost nothing, or had as little as two attendees.  This is obviously not what we are looking for.  On the other hand, I will be talking about recent events where we had 75 -100 people attend.

But numbers, while they feel good at the time, are not always as profitable.  I’ve done smaller events with 10 people that drove half-million dollar security deals, others with 25-30 where just about every attendee represented new business to the host.  This is critical information for any sales team looking to grow, and any company looking to spend their joint marketing funds (JMF) on customer events.

When you click the link, be sure to scroll down and to the right – click the button, and sign up.  I’ll see you there online this Wednesday!

© 2011, David Stelzl

Get a free copy of the House & the Cloud – click on the sidebar House & Cloud Link!

And make sure you check out the online training programs coming up in April – both are linked on the right-hand side bar!

© 2011, David Stelzl

Leadership and survival skills…how does one learn how to navigate through difficulty and face life threatening conditions?  Here’s one way…

We started out Friday in 19°F  weather under a blue sky:

Bethany, David, and I planned to cover about 15 miles over 3 days, however we didn’t plan on needing snow shoes based on past experiences at Mount Rogers Recreational Area.

Over several miles of strenuous hiking through deep snow drifts and snow covered trail blazes, our orienteering skills were tested giving me an opportunity to teach my children how to triangulate using topo maps and a liquid filled compass (yes, we actually still use a compass – which I find is a lost art).  David, my 15 year old son was leading, and keeping an eye on our time and progress.  Knowing the sun would be setting at 5:30 gave us a very limited amount of daylight to reach a safe campsite.  At one point David realized we would probably not make it and recommended an alternative route, which we all agreed would be best.

By 4:30 we had made it to our alternative campsite and set up as the sun was setting.  We ate freeze dried chicken teriyaki which David graciously prepared while Bethany and I set up camp.  By 5:30 the sun was setting and we ate overlooking the lights of Sparta NC in the distance.  Our campsite is at an elevation of close to 6000 feet – treeless, and reminiscent of the Sierras.

Our night was bitter cold, reaching down into the single digit temperatures…high winds and some snow!

On day two we opted for a day hike to Mt. Rogers…our first big challenge was to find water nearby our new campsite.  We were able to locate what appeared to be a creek about half a mile down the trail.  We set out, bottles and filter in hand, to locate this creek.  When we finally did come to what seemed to be a creek – it was covered in snow and no water seemed to be flowing.  David followed the creek down to a small iced-covered puddle and was able to break through to a shallow water collecting point.  We dug it out to create a small reservoir, let the water settle and began pumping.  Unfortunately the extreme temperatures caused our water filter to freeze up immediately.  The next idea was to fill our bottles from the source and boil the water.  This added some extra fiber to the water, but I’m sure we’ll live.

From there we set out on our day hike, climbing over ridges, rocks, drifts, and crossing windy balds.  The views were amazing.

Wooded sections near  Rhododendron Gap

Climbing over snow drifts and rock outcroppings

and returning to our base camp for dinner.  Here is a shot of the sunset – the start of a very cold night!

The next morning was bitter cold – here is a shot of my ice covered headlamp hanging inside the tent!

Once packed, we set out on the AT heading for the Massy Gap parking area and headed home.  We all agreed to do it again, next time with snow shoes!

© 2011, David Stelzl