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 […]

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 […]