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 […]

10 Ways to Kill a Sales Presentation

At the end of yesterday’s Making Money with Security Online class I mentioned the upcoming “Principles of an Effective Value Proposition” online program scheduled in April.  There is nothing worse than sitting through a terrible presentation or being stuck in boring meeting for several hours.  So why would we subject our prospects to this kind […]

Great Books Contribute to Great Sales Calls

Our last session in the Making Money with Security Class (Online) is tomorrow.  I’ve had some great interaction with attendees over email and some phone this week, and value the questions and ideas that will improve both of us.  Yesterday  I was asked, “What should I be reading?”  Here is a short list of some […]

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 […]

Profit Program Workshop Reflections

Having just completed another Profit Program Workshop in the mid-atlantic – some thoughts… Market Strategy – what is it you are marketing?  Look at your collateral, your website, your events, webinars…is there a focus or are you just putting stuff out there?  Focus!  Focus on who you are targeting (your buyer), focus using media they’ll […]