Our fall schedule is under way – in fact, I kicked off the bow hunting season last night with a successful hunting trip deep in the woods of my back yard! (Sorry no pictures from last night’s events). Needless to say, we were up late…but I digress. The schedule I’m really talking about has to […]
I arrived this morning at 2 AM in Bangalore India – I’ve spent the last 9 hours on the plane to the left, a 747 Lufthansa aircraft (traveling from Frankfurt to Bangalore). Note, that’s after spending 9 hours traveling on a USAirways Airbus 330, Charlotte to Frankfurt. Tomorrow I will be working with SEs from […]
I’ve just scheduled the next Making Money with Security Workshop. If you haven’t attended one of these, you need to…there are just too many security opportunities out there; unfortunately I routinely see people leaving money on the table simply because they are not prepared to sell the entire project. In fact, the entire project is […]
Tuesday was full day, kicking off the morning with several sessions on selling security including, discovering new opportunities, learning to effectively use sound bites, and a review of the security briefing material I have been using at executive facing lunch and dinner meetings. Our sessions were held high in the mountains in a house my […]
Here’s a common question that came up in our class yesterday… Question: What about clients who understand there is a risk, but are comfortable with their current solution? Answer: If a company really has what they need, there is no reason to up-sell them. However, it is rare to find a company that has a […]
