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 […]
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 […]
Remember my posts on solution selling and the Harvard Business Review article? They’ve been making their way through the Internet as people search out HBR and land on my page. Well, here it is again. This morning’s Wall Street Journal CIO Report features the article – “CIOs Need to Take on Customer-Facing Projects to be […]
For some reason, discussing money is the major hurdle. Yesterday I had several sales calls with potential buyers. One example stands out… We had discussed the need, talked about options, come to a conclusion on next steps, and even picked dates to begin. My prospect then said, “Send me a proposal with some options and […]
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