Refocusing Your Discovery Process

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 […]

More Points from Wednesday’s Effective Demand Gen Webex

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 […]

Making Money with Security – Online

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 […]