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
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 […]
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 […]
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 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 […]
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; […]
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 […]
Love him or hate him – you’re forced to make a choice. Even the bad press gives the seller pictured here more fame and reputation. He wins from both sides. Remember what Seth Godin says, “Obscurity is your biggest enemy.” When you present the obvious, lack any differentiating opinions, and look to please everyone, you […]
I have an idea! There are seven things IT is doing to enable hackers… You know how? Bold, unexpected statements cause the brain to ask, “How?” or “Why?” The stronger the need to know the better. A great presentation creates these “Knowledge Gaps” to draw the audience in. One speaker I listen to calls this […]
The building to the left sits on the roof of the Divyershee Chambers tower in Bangalore. This is where our training classes were held and what a great view during breaks! We completed our final day of training today, focusing on presentation skills. Here is how we do it: 1. First, the message is created. […]
High Tech Business Growth 