Important Point From My Session In Las Vegas

In both sessions I conducted this week, speaking on the power of the discovery process and how to leverage it to expand deal size, I polled the audience on a very important question; “How many of you believe  the decision makers are reading your assessment reports?”  Almost every attendee responded yes to the question – […]

Great Marketing Depends on Urgency!

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 […]