August is almost here, and I want to thank Cisco for sponsoring me to speak to a select group of their partners…Seating is limited, but if you sell Cisco and plan to attend either the BlackHat or Defcon conferences this year, you can register here to attend this special session on selling security solutions. We […]
Several companies I am working with right now are going through various assessment and discovery programs to create justification for larger projects. This builds on the material presented online last week. The problem is, most assessments are too technical. A change is needed if justification is going to be found in your discovery/assessment process. Here […]
Getting a meeting with an executive is not that hard. In fact, if you’ve been in sales very long, I’m sure you have had several. It’s the second meeting that is more difficult. The executive may need time to forget how the first meeting went before granting a follow-up. Or, you may find more qualifying […]
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 […]
There are only 8 seats left in my January Virtual Workshop – don’t miss this! We’ll be covering the materials from my most popular workshop, Making Money with Security….all through an Interactive Webex format… [Click for more info and registration] 1. Security provides the most effective means of attracting executive level clients and the primary […]
