People have been asking for Years – Finally, We Have The Audio Version… The House & The Cloud… The only book written specifically to technology providers on how to sell security… ***** NO TIME TO READ THE POST? …. “Just point me to the Audio Book…” In 2007, after traveling around the world […]
In Dallas This Week Speaking at The 20 Conference… …with over 200 attendees, all looking for one thing – growth! What’s the number one factor? Not enough leads…I hear it everywhere I go….coaching calls, training classes, live events… But as Tim said this morning, there’s more to it. If you had dozens of leads this […]
Getting Executive Buy-In Is Critical If You Expect Your Clients to Take Action on Assessment Findings Only about 15% of the risk assessments, from audience poles I conducted, are being acted on! Yet, over 95% of them show urgent issues, according to security experts I am in touch with. There’s a major disconnect. The Right […]
Want to Sell More Managed Services? Being the Low Cost Provider Never Works… But don’t be the middle priced offering either. There’s absolutely no benefit… Your only option is to move upstream. Kmart, Walmart, Target…they’ve all worked hard to be the low cost provider. And how is that working out? Well, Kmart is closing dozens […]
IT Spending Is Shrinking – The Cloud Is Growing If you happen to be selling hardware to Amazon or Google, you’re probably in good shape. Especially if you sell storage. Cloud storage requirements are growing. IT spending isn’t. Steve Norton, contributor for the Wall Street Journal published some figures last week from Gartner and others that […]
If You Want to be Relevant In Your Technology Sales Role There are 7 Things You should be Focused On Security is more a people problem than it is a technical one. Many of the losses you read about could be prevented if people better understood how security works, and how data is compromised. In each […]
IoT Brings Danger – And The Executives Around You Don’t Understand! Do You Sell Technology? What About Security? If your company sells technology, and specifically security technology, your firm has an important job to do. It’s frustrating when marketing efforts seem fruitless or when prospects seem to have no real needs. Or when executives refuse […]
Home Depot In the Headlines Expect This to be a Daily Thing Over the Next Several Weeks How would your customers like to be Home Depot right now? Who’s at risk? Remember Sound Bites? I talk about this extensively in The House & the Cloud. And the new edition has an entire chapter on how to […]
What Questions will get the CIO’s attention? The better you know what it means to be a CIO, the better chance you have of making it through a meeting with one. If you know something about information security – you’re in luck. It’s time to strike. With Target in mind and Home Depot in question, […]
Four Big Problems That Will Derail Your Sale Here is the problem with most technology companies… Actually there are four, …and if you’re honest you’ll recognize that your company has all four. The Sales Problem. The sale is technical – too technical. Sales calls focus on technical people, technical products, and are conducted using technical […]
High Tech Business Growth 