5 Important Security Sales Concepts

Selling Security is Not The Same As Selling Insurance You can spin security a million ways to make it sound like there’s a return on investment, but you’re only kidding yourself. So how exactly do you sell something that many people think they don’t need more of, and that really has no ROI? I just […]

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2010 Key Sound Bites for Selling

They all say they’ve got it covered…no one does!  Here is a summary article from one of my contacts at DiData…great info, thanks Matt. http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued Summary: “Our systems are probed thousands of times a day and scanned millions of times a day,” – speaking of government defense systems… “We are experiencing damaging penetrations — damaging […]

Post event interview with Sklar

Listen in as Randy Sklar, president of Sklar Technology Partners and recent present of his regional VTN chapter interviews me – this clip was made specifically as a follow up to a very successful, decision maker level, educational seminar.  The event received strong sponsorship from companies such as Zenith Infotech – one of the only […]

Just a Minute!

Just a minute – if you attended last weeks Teleseminar on Creating Justification through the sales process, make sure have have the audio download link, and be sure to download it within 7 days…here’s a one minute clip from this sixty minute session!

Irresistible Justification

Don’t forget – this Friday is the first of the 2010 Teleseminar Series.  Assessments are one of the strongest motivators when considering budgets and what to buy.  Risk being the number one motivator when dealing with business decision makers.  Unfortunately this tool has been often misused and misunderstood.  I hear questions like; should we do […]

Marketing in Miami

We just finished up an exceptional customer facing event in Miami…In Seth Godin’s book, Permission Marketing, he explains what effective marketing is; the different between interruption marketing and permission marketing.  You can’t effectively mass market solutions and consulting services using interruption or typical marketing strategies.  Instead you must gain permission through things like education, providing […]