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. […]
We All Need To Keep The Learning Process Going Spending Time With Successful People How do I keep up? Well it doesn’t hurt that I interview experts every month. Last month I had the equivalent of an MBA course in HIPAA, preparing for and speaking with Marc Haskelson of the Compliancy Group. Over the past […]
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 […]
(Click the Picture to Play) Apple – Bigger Than Microsoft? How Can That Be? Apple, $683, Microsoft $338 Billion (Market Cap). Wow! (Be Sure to watch the video above). This morning as I read this I was thinking about my Mac 128 – the one I purchased as part of Drexel University’s computer science program […]
Remember when phones were phones? Nobody thought phones would anything more – just a handset tied to a box with a rotary dial. Wireless was neat. Remember when it first came out? You could walk around the house, go outside, and continue working on projects while talking…it was amazing. This weekend was revolutionary for me. […]
Happy New Year! Happy New Year! It’s just about 2014…and I’ve been working hard this month to put together some new things for the coming year. One of the most exciting things I’ve completed is my Completely re-engineered Marketing Success Kit, specifically designed to help you land new business in the managed services, security, and […]
If it’s urgent, it sells now. Medical emergencies don’t allow people to shop for the best price, the person in need just does it. That’s why I like using security as a wedge product or door opener. It demands attention when we can find something urgent; it might be a compelling event or an impending […]
