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 […]

Who are the Decision Makers?

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 […]

Secrets of Success

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 […]