We kicked off day 1 – the Making Money with Security workshop on Monday morning after a busy weekend of sight seeing. One challenge that always comes up – can a sales rep or overlay rep conduct some type of discovery or assessment, or is this too time consuming? It’s tempting to think that it […]
Day 3 started our first day of a three day workshop on developing security sales. Our topic: Making Money with Security – the Power of Security To Open New Doors…we have people from all of the major cities attending, including Sydney, Brisbane, Canberra, Melbourne, Perth, as well as some from New Zealand. A few key […]
Why do so many Vulnerability tests fail to produce remediation business? 1. If the test is done for IT, you won’t have visibility into the executive ranks 2. If the process doesn’t involve the executive team they won’t care much about the results 3. The report is too technical 4. The report uses jargon that […]
Some follow up comments from yesterday’s meeting with VARs / security resellers in the Bay area. 1. IT people naturally resist sales people who try to move up. Positioning your technical experts along side IT people can give them a highly valuable connection, one that will help IT people gain the insights they need to […]
Just coming back to my hotel after delivering my keynote at the Ingram Micro Event…several asked if I recorded it, which I did not…however, here is a 10 min recap on some key concepts: © 2010, David Stelzl
Preparing for my workshop with Kaspersky today, I came across this great article on SMB cyber crime targets. Some great sound bites as you speak with business owners who don’t feel like they need your help (the following are sound bite quotes from the linked article below): 1. Hackers and computer criminals have lately been […]
As some companies are seeing signs of recovery in their business, they are turning back to hiring as well as working to retain the people they need. I was talking with a successful entrepreneur in Dallas on this topic – that of bringing in great people and keeping those you need. His words “Training is […]
Remember the sound bites….bits of information that come from credible sources like the Wall Street Journal or other mainline news sources. I prefer ones that IT does not frequent – it widens the gap between what you know and their ability to hijack an executive level meeting. A few pointers on sound bites: I mostly […]
High Tech Business Growth 