3 Essential Elements of The CyberSecurity Sale – How to Close Without Negotiating Price

Hey Everyone, I’m just getting putting the final touches on my WatchGuard keynote for next week’s partner event in Miami…and then on to Ibiza Spain for their EMEA conference! Also, you’ll want to download my free Cybersecurity Risk Assessment Template – it’t he key to closing with bickering over price! https://davidstelzl.net/free-report-download © 2018, David Stelzl

Branding – What Makes You Memorable?

Is your brand memorable? Some have tried to brand by offering lower prices, others with great customer satisfaction, or by building great relationships with their clients.  I see companies touting great people, certifications, or their status as a reseller of some product.  “We are gold partners”, or “Platinum and security certified!”  But these things don’t […]

Before You Write Your Next Proposal, Consider…

One issue that repeatedly comes up in sales coaching sessions is how to write an effective proposal.  A few comments before you write anything… … you should be clear about what a proposal is.  Marketing groups and managers have done a disservice to their sales team by creating mammoth documents, unreadable terms and conditions, and […]

Why do Assessments?

Almost every reseller does assessments, and now, many manufacturers are not only doing them, but equipping their reseller community through partner program trainings, and portals, and the creation of assessment tools.  Why?  If you don’t understand the core reasons for doing an assessment, chances are you are wasting your time.   © 2010, David Stelzl

What IT Wants

What does IT want?  A vacation…  Here are ten other possible answers: 1. Higher pay 2. A better chair 3. A new laptop – probably a MacBook Pro 4. Add to it a new Ipad for personal use 5. Education – on technology, to improve the resume 6. Recognition 7. A promotion 8. Better stuff […]

The Professional

There’s been a raging debate in one of the forums I follow – “Can anyone be a great sales person?”  It’s a loaded question with no clear answer, and the back-and-forth comments show a split among numerous contributors.  The problem with the question is, it leaves too much to the imagination.  There is no context; […]

Stories bring your presentation to life

You probably don’t remember how to balance chemical equations but chances are you do remember some of the great stories one of your teachers or classmates shared in school.  Mr. Gustafuson, one of my high school teachers, used to begin every class with a short excerpt from a book he was reading.  I remember some […]