Archives For Security Sales

Yesterday was a crazy day – I am moving all of my audio products to digital download and have a very limited supply of CDs on hand…I offered these first to those who have attended recent workshops and webinars, but I still have just a few sets left for those who faithfully read my blog. These CDs can be copied to your computer and used on MP3 players, so don’t miss this.

Normally they sell for $25/each on my webstore, but right now I am giving them away (well almost giving them away)…and offering them first come, while they last…

Link to order:

1. You can get any one of three titles for just $7.50

Selling Security to Executives in the Board Room – this is a live recording using the House & the Cloud sales process – a one hour session demonstrating exactly how to use this process with your client. I demonstrate how I took a simple firewall lead and turned it into a year’s worth of very profitable business with a regional bank. (60 min)

Leveraging Threats and Sound Bites to Sell Security. This was also recorded live – in this one hour session I walk through the power of using sound bites from sources like the Wall Street Journal, while giving you the history and direction of cybercrime and showing you how to demonstrate that every company has a secuity need – whether they know it or not. Never walk away believing they “Have it covered”. (about 60 Min)

Creating An Effective Value Proposition – In this 70 min keynote, you’ll find some of my funniest stories (including my signature Grass Growing Story), with great content on exactly what executives want to hear, and how to deal with the influencers and gatekeepers keeping you from getting there. After this session several people commented that I should go into stand up comedy, so it will hold your attention. But don’t miss the valuable message behind all the fun. This is how to get in front of the people making the buying decision. (70 Min)

2. Or you can get all three for $12.50 – all three topics listed above are available if you just click the last button…so instead of paying $75 dollars, you get all three for $12.50

Again, I have a very limited supply…and I will not be reordering CDs – ever! Its all MP3 from here on out. Thanks for checking it out.
This is a closeout, so all sales are final.

NOTE: These make great Christmas presents…they also help control conversations in the car. Whenever an argument breaks out or if you find the kids are being unruly, just pop one of these into the CD player, and you’ll find things are peaceful again!  Of maybe your spouse is arguing with you – this puts a fast end to it.

Link to order:

Also, once you order you’ll have an opportunity to purchase my 5 Essential Topics for Moving From Vendor to Adviser at a steep discount…

Yesterday we completed our first day of Making Money w/ Security – an online security sales course I provide through webex.  As security trends evolve, one area has become particularly interesting to me – that of social media and how it can be used as a vehicle for social engineering.  After class one attendee passed on an article from the WSJ, Spam Finds a New Target…here are some important points from the Wall Street Journal’s write up…

  • Facebook blocks over 200 million malicious actions every day!
  • In August 2011, over 92% of email messages were spam messages, in Nov, over 70%.  These numbers fluctuate month to month, but they are always high.
  • Twitter and Facebook are the new targets – people are on to the email problems, but social media is wide open as people accept friend requests from unknowns.  In fact, in another recent article, WSJ reported on a study showing the number of men who gave out sensitive information, including passwords, to a white hat hacker posing as a 25 year old woman using social media!  Incredible, but believable.

As I speak to executives around the world at Lunch & Learns and other customer facing events, I am hearing the need to leverage social media as a means of marketing and branding.  I agree, this is a tool that can accelerate any company’s business when used correctly.  But this also opens the door for users, who are completely unaware of the security risks, to invite predictors to install code on their machines.  The same machines that will later access the company’s most sensitive data.  If you are not attending Making Money w/ Security this week, stay tuned – we’ll be scheduling more later this year.

© 2012, David Stelzl

IT people continue to say they are covered while SMB business owners continue to operate with little to no security.  In many cases there isn’t even a tested back-up in place, yet they assume there is no immediate risk.  They are wrong – this demonstration of the recent Blackhat ATM hack is just one more example of how the “good guys” build systems that should be safe, only to find that hackers can eventually puzzle their way into the most secure systems.  If Barnaby Jack can do this, what can a worldwide network of cooperating hackers put together?


Finding the Pain

February 13, 2009 — Leave a comment

In our marketing strategy workshop yesterday we recognized that security pain is often not seen by the client – it must be proven.  Today’s attacks are mostly stealth, and so the likelihood of your client having experienced any true security pain over the past year is low.  Gaining agreement to assess security is not always easy; however it can be done as part of other infrastructure projects you are engaged in.  If you’re a solution provider, you may have an advantage here because you touch so many different aspects of a clients IT investment. 

Which brings me to today’s podcast – the 10 Domains of Security.  Limiting security sales to firewalls and IDS or AV applications is short sighted.  Take a look at the enormous scope of security through the discussion I offer on these 10 domains.  Chances are you’re well positioned already to take advantage of these – it’s just a matter of knowing where to look.  Check it out at  and select “Subscribe to Premium Content” on the right.