Archives For decision makers

lockOver the past week I have received a number of questions about the upcoming Making Money w/ Security Workshop.  This morning I posted a new FAQ page, which answers some of the most frequently asked questions…

Here’s the link: (CLICK)

If you have never attended one of these workshops, here’s your chance: Read more right here…

Who should attend?  Anyone helping to drive new security business – that means both sales and marketing professionals, managed services providers, security vendors, and security solution providers.  I highly recommend presales consultants and SEs attend these sessions – right now I am over in Singapore working with a group of presales SEs on the direct vendor side of the business.  I’ll be presenting similar material at the end of this month via Webex.  This program will change to the way you think and sell…or I’ll give you your money back, no questions asked.

© 2013, David Stelzl

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 event like this, I understand that, while the message is critical, the follow up is equally important.  Without decision maker / Asset owner involvement, there will be no change.  With this in mind, I will be presenting a webinar tomorrow at noon (EST), where I will review concepts from my Making Money with Security workshop on how to access the people that make the decisions!  This is essential material for anyone in a technology sales role!  It’s sponsored by Cisco Systems, so there is no charge – anyone can join buy clicking here and signing up…hope to see you there tomorrow at noon.

© 2011, David Stelzl

I call decision makers, Asset Owners.  They make decisions because they manage assets, and as asset managers or owners, they are liable.  Some distinctions from yesterday’s post may help guide our thinking on the next sales opportunity:

1. Asset owners are building a business, IT is building an empire.  Ask the IT person if they want to save money.  Perhaps they’ll say yes.  Then show them how you can replace their entire team with managed services and see what they say.

2. Asset owners are managing risk, IT is maintaining boxes.

3. Asset owners are held responsible for the security of their company’s secrets, IT can simply claim they are doing the best with what they have.

4. When an asset owner’s data is compromised, customer’s blame them, not IT.

5. If something really bad happens…the asset owner may be out of a million dollar job, their picture on the front page, and pending lawsuits.  The IT person will have updated their resume with newly found security knowledge,  tout actual forensics experience, and demand a 20% raise at the company across the street.

© 2010, David Stelzl

Secrets of Success

December 19, 2008 — Leave a comment

In preparation for a national sales meeting talk I’ll be giving next month I had the opportunity to interview some of the top performing sales people in my client’s organization.  One of the “secrets of success” mentioned more than once; always leave high-level meetings with an action item that keeps you at the decision maker level.  This is good advice and parallels today’s podcast topic found at – part IV on boardroom meetings.  Don’t miss this, and remember you can listen to the entire series once you sign up.  This week I am covering predictable messaging which leads to these action items, next week I conclude the series with examples of action items guaranteed to drive the sale forward.