Cisco Sponsored Educational Series – 7 Secrets to Profitable Lunch & Learns

Here’s an opportunity to completely re-engineer your approach to lunch & learns and event marketing.  Cisco is sponsoring this program as a way to help resellers conduct more profitable lunch & learn events. When: July 30, 2013 at 12 EDT. Where: Webex – where ever you are! If you are tired of pitching the same […]

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Hackers Grab 1.5 Million – Visa and Mastercard

I’ve been saying this for years – detection is the most important part, and your managed services program is a critical component of the detection strategy.  I just finished up today’s webinar – the second session of, Accelerating Managed Services Sales.  Both sessions, March and April, where full, with a waiting list.  This article on […]

Financial Pressures Lead to Bigger Losses

Today was my second day teaching at Verity College in Indianapolis – working with college students who have not really experienced the pressure of the business world provides some fresh perspective.  Today we covered material from my latest book and workshop, in a session I call, Secrets of High Priced Consultants.  Over dinner I had […]

Selling Your Way Out

Selling your way out – it seems like common sense, yet I see this more often than you might imagine.  Selling more at a loss never profits.  You can’t sell more of something that just isn’t profitable and expect a return.  This is likely one of the most frequent causes of business failure.  This past […]

Anonymous – Expect Security Issues to Dominate Headlines

Anonymous strikes again (read the Article)…if you look through news articles on technology in 2012, most likely you will find Apple, Google, and Anonymous dominating headlines…at least on the business side news (e.g. Wall Street Journal).  Of the three, most of us stand to capitalize on security news more than Apple or Google, unless you […]

Wrapping up In Buffalo; David Stelzl – Keynote Speaker at the Ingram Micro Technology Solutions Event

This morning I had the honor of presenting to a group of business owners and sales professionals at Ingram Micro’s Technology Solutions Conference in Buffalo.   I covered material from my, soon to be released book, From Vendor to Adviser…how do sales people move from point product selling to high-involvement selling; how do they reposition themselves […]

Your Marketing Plan Matters

The Importance of a Plan Recently I have been working with a couple of different companies on marketing and business plans.  This morning, while preparing for a two day meeting with a security software company in Florida, it occurred to me how important it is for every sales person to have a plan in place […]