Common Question: What Questions Do I Ask Executives?

“What questions should I ask when meeting with an executive?” This question came up about three times last week during various marketing events, coaching calls, and emails with clients – “Can we put together a list of questions for the sales team to use when talking to executives?”  I usually get this question when talking […]

From Vendor to Adviser Webinar Follow Up

A couple of key points from today’s webinar: 1. The discovery process deserves some re-engineering.  It is by far the greatest accelerator you have once in the account, and is the thing that will take your team from being a vendor, to being seen as a strategic adviser.  Don’t miss this point – don’t assume […]

Marketing Requires Passion

Passion drives the sale.  If you’re not passionate about what you are selling, change jobs.  As I prepare for next week’s Venture Tech Network conference in Las Vegas, it occurs to me that no matter how great your questions are, your references, the technology you sell, or the team behind you, if you don’t look […]

The Retail Opportunity; Technology Motivational Speaker David Stelzl Preparing to Speak to Top Retail Sales Teams

This morning I am headed out to speak to 35 sales teams calling on the top 35 retail organizations in the world – My topic, Moving From Vendor to Adviser – Capturing the Security Opportunity.  As I’ve prepared over the past several weeks, I’ve had the opportunity to interview some of the top performing sales […]

Closing the Million Dollar Deal

How did one of my clients close a million dollar deal? 1. It started with  an event – a prospect, someone she had not done business with in the past, came to an event geared toward educating our audience on the trends and risks associated with today’s cyber criminals. 2. An assessment was done – […]

Creating an Effective UC Value Prop – Using Discovery

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move […]