The Important, But Difficult Transformation… From Vendor to Advisor Last week I had the opportunity to meet with Ingram Micro’s Datacenter Advisory Board to discuss the important transformation: From Vendor to Advisor. Meeting at the DropBox office in San Francisco (Amazing office space!), I covered five key areas of transformation. But one important one, every sales […]
Are You Maximizing Profit w/ Process? Sales Is a Process That Must Be Built and Perfected It’s tempting to wing it – shoot from the hip. A small percentage of sales people just seem to hit it out of the park without thinking or strategizing beforehand. But process always outperforms the average. Jim Collins, in […]
Ransomware, ID Theft, Hidden Attacks… This is the time to be investing in security services. Find Out How You Can Turn Your Technology Reseller Business Into a High-Margin Profit Machine… On March 31st, Check Point, in partnership with Tech Data will be hosting a special LIVECAST event where I will be sharing key strategies that […]
How Technically Savvy Are You? Is This Winning You New Business? It would seem that if you really know what you’re doing technically, people will buy from you. Unfortunately that’s not true. IBM showed us a long time ago that sales prowess outsells technical savvy every time. Look at companies like WellFleet, Sybase, and DEC. […]
Last week I spoke to the High Performance Technologies Sales Team… Delivering a Keynote on, The Secrets of High Priced Consultants…lessons I’ve learned from the Big Six and others, who know how to call on C-Level Executives. There are 5 major disciplines I see high-priced consultants mastering. For instance, they sell one of 4 things […]
Why Urgent Issues On Your Security Assessment Report Don’t Sell The Next Step Have you ever wondered why the client doesn’t jump on the chance to implement your recommendations when you complete an assessment? One of the most frustrating things in the security business happens when you complete an assessment. It seems like at least […]
What was your worst sales call? I remember mine… After working hard for months to gain access to the decision maker of a large healthcare company in South Florida, I finally had my chance…a meeting with the CIO. My current contact, the IT Director, set up this meeting. When I arrived it was just the […]
Move to the 95% Close Rate In my independent, unscientific, but somewhat accurate assessments – sales people in the high-tech industry are closing about 20% of their proposals…how frustrating. The time from initial call to proposal could be measured in months, many trips across town – or even long distance travel. And then there’s the […]
What does the CIO really need to hear? I’m sure you’ve thought about this question before. Anyone going in to meet with a CIO or other high-level executive has to ask this question – you only get one shot at establishing this relationship. This was central to yesterday’s workshop session on selling security and reaching […]
Over the past week I have received a number of questions about the upcoming Making Money w/ Security Workshop. This morning I posted a new FAQ page, which answers some of the most frequently asked questions… Here’s the link: (CLICK) If you have never attended one of these workshops, here’s your chance: Read more right […]
