Archives For selling firewalls

FREE Webinar: Accelerating Managed Services Sales, April 3, 2012 3:00 PM ET.

Yes, I am repeating this webinar – the waiting list from last week was big, and few cancelled, so if you missed it, I apologize.  You can sign up here:

Tomorrow morning I am headed out west to speak to business owners on major threats closing in on their business.  Most of the them have no idea how vulnerable they are – yet their data is their most important asset.  Some of them are working on new inventions that will take their business to the next level, others are handling sensitive medical information protected by HIPAA and highly guarded by their patients, and still others are processing financial transactions, managing debt, and overseeing investments and bank accounts.  These are the owners and business leaders of a city’s small business community – and they all have one thing in common; Data@Risk.

As someone who has sold security solutions, developed methodology, and overseen some very large security/risk assessments, I know first hand that it is easy to get in.  I also know that most of these companies think they have it covered because they sit behind a firewall and run anti-virus software. Meanwhile we have companies like Nortel written up in the Wall Street Journal, having had hackers in the bowels of their company for over a decade, siphoning off, who knows what kind of data?  It’s epidemic, and it’s urgent.

Attending our event we have over 60 decision makers – all from companies who would benefit from a managed services solution that includes security management.  They need a way to detect problems before they get big, and a way to effectively respond…All of this points to managed services…on April 3rd, my goal is to show you what these people need, how to tell them about it, and how to justify the expense, making this a win/win for you and your clients.  If you want to know how to build this side of your business, join me on the 4rd – we have limited seating, so sign up soon.  Here’s the link again:

David Stelzl has a fresh perspective on the high-tech consulting business – he’s taken resellers from selling point products to providing high-end technology solutions, significantly increased company profits through the addition of consultative offerings and managed service programs, and has had the privilege of  speaking to and training marketing and sales teams all over the world.  As an example, he developed material and trained Cisco’s North American, Australia/New Zealand, and Asian sales forces on how to reach executive managers with a compelling value proposition; a message that grew Cisco’s advanced technology security sales by 38% in 2006, according to internal reports.
Visit us at to learn more.

© 2012, David Stelzl


The One Day Sales Cycle

February 15, 2012 — Leave a comment

I just got off the phone with an excited client – owner of a solution provider company in the north.  He called just to tell me about his one day sales cycle – about a month ago his team did an event, targeting asset owners, focused on assets, revolving around risk and security trends and threats;  the sames stuff I have been writing about since I started this blog.  Yesterday, he and his sales rep went in to meet a business owner who attended the event.  They have never met with this business owner – he is pretty much a cold prospect, except that he did attend the event.

The Aftermath

1. They discovered in their meeting that his company is required to meet PCI compliance regulations – however, following my training workshop guidelines, they asked anyway; “What are you trying to protect?”  The answer was somewhat surprising – The owner knew his company was out of compliance, and in fact,  is paying a monthly penalty for it; but he doesn’t care.  His real answer led them to the deal.

2. They “focused on the assets” – went through the discovery process I outline in my new book, From Vendor to Adviser, and identified his major areas of risk.

3. They could have done an assessment, but he was ready to buy.  So instead of moving ahead with the assessment, they listened, learned, proposed, and closed, all in the same day.  It took them one hour to go from not knowing anything, save the prospects name, to getting a signature.  This is smart business.

I am looking forward to today’s Making Money with Security Workshop – starts at 1:00 ET.  If you didn’t sign up, there may be a seat or two left:  Check it out at

© 2012, David Stelzl