Archives For reseller sales training

Ingram Micro Webinar Replay: Undeniable Justification

September 27, 2012 — Leave a comment

Thanks again to Ingram Micro for their sponsorship and help in setting up this week’s webinar on Creating Undeniable Justification through the Security Assessment Process.  This material comes at a time when companies across the board are failing to take the necessary steps to secure their sensitive data – make sure your clients understand the risk and are taking the right steps.  This link will take you to the 50 minute Webex recording on the Ingram Micro website.  You’ll be asked to register before watching it, but I think you’ll find the material very worthwhile.

Here is the link (CLICK) the replay yesterday’s webinar!

Also, two important resources I announced during this event.
1. First, make sure you have a copy of my book, The House & the Cloud (CLICK).  You can request it FREE in PDF format right here.

2. Second, I am cleaning out my storage closet to make room for new products, and am practically giving away my 4 part Stelzl Security Library (CLICK).  This includes:

  • The House & the Cloud (Paperback version)
  • Data@Risk – a very nice hardcover that provides the House & the Cloud discussion in a customer facing format.
  • Selling Security in The Board Room – a 60 Minute live classroom session where you’ll learn exactly how to share the House & the Cloud model with your executive level clients.
  • Threats and Trends – a live classroom session discussing cybercrime history, trends, and futures.

I only have a few of these sets left after the Ingram Micro webinar, so get them while they last!

© 2012, David Stelzl

 

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In Opportunities, Video , , , ,
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How Long Does It Take You To Write A Proposal?

June 22, 2011 — 2 Comments

It takes me about five minutes to write most of my proposals.  Whether my fee is $200 or $100,000 dollars for the project in question, the proposal looks the same and communicates the same information. The difference in fee has to do with the value I am proposing, not the format of my proposal.

© 2011, David Stelzl

In Proposals , , , , , , ,
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Bangalore – Day 18; Final Training Day

September 22, 2010 — Leave a comment

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.  We broke up into teams, reviewed each person’s best executive level presentation material, and then selected one to modify.  Each team works through their presentation applying the concepts from the three day class. Most find their presentation states the obvious and then moves to a feature sell.  This is not executive level material.

2. I then worked with individual teams to identify their main objective for education.  Each presentation starts with a clear strategic aim; what are you trying to education executives on.  If it is your product, expect to be delegated back down to IT.  Once identified, we apply Hollywood’s best plot concepts to the presentation.  It must grab the audience, interrupt their current thinking, and provide answers to knowledge gaps that are created through the presentation. This drives them to action.

3.  Stories are used to illustrate and create visual concrete concepts for the audience.

4. The close must leave them wanting something.  There must be an urgency to action.

It is rare that I see this type of presentation right out of the gate, but why?  Don’t the marketing groups that create these sales tools understand marketing science?  Why should a sales rep spend months trying to break into an account, then more months working up the chain of command, only to show up with a boring presentation.  The company that figures this out will ultimately win.

With this in mind, I am headed to Germany tonight at 2:00 am.  I’m sure it will be an exciting plane ride!

© 2010, David Stelzl

In Value Proposition , , , , ,
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