Archives For technology sales training

DR_5_RiskGraph-1I’ve just announced my first training workshop for 2014

Moving From Vendor to Adviser…

This training is specifically designed for those selling high-tech solutions.

I don’t train people to sell vacuums, encyclopedia sets, or used cars.

Most sales training programs are generic – they are taught by people who have read some guy’s book, studied his materials, been through his train-the-trainer program, and are now getting paid to teach his class…so that he doesn’t have to…and they apply to any industry…

Is this really how you want to learn or refresh your selling skills?

Chances are this person has never sold anything…

Here are the dates: Feb 12-14 (all three days), 2 hrs each day!

Great for high-tech sales people, presales consultants, marketing professionals, and anyone involved in reseller or channel sales.

Watch my intro video and read more here (CLICK)

 

© 2014, David Stelzl

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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 operational efficiency areas…

Save 40% right now… CLICK

Marketing Managed Services

What is the most effective way to market managed services?  Over the past year I have conducted dozens of live marketing events to help resellers position their managed services offerings.  This is by far the fastest way to gain access to the right people, and to build the right kind of justification.

As I’ve stated in my book, The House & the Cloud (FREE) – managed services is always a risk sale.  When you try to demonstrate ROI, you often end up giving your services away for less than their worth, or losing the deal to a lower-cost provider.

Managed services is almost always purchased by people looking to reduce risk – in order words, it should be positioned just like a security solution (assuming you position your security solutions as a way to reduce risk.)

Simply put, managed services allow a company to maintain an acceptable level of risk.

Marketing and Live Events

This toolkit is not for everyone – it’s specifically designed for those companies that plan to do lunch & learn events and other live events with their customers and prospects.  It is also uniquely designed for companies selling technology – security products and services, managed services, and technologies that lend themselves to improving a company’s operational efficiencies – such as BOYD, collaboration, cloud, mobility, etc.

After over 25 years of attending, organizing, or speaking at these types of events, I’ve compiled all kinds of lessons and strategies to guide you through the process of attracting the right audiences, finding the right speakers, focusing on the right topics, and offering something to move your attendees to the next step.

If you’re going to go through all the trouble of setting up an event like this – why not set it up with success and follow-on business in mind?

You can read more and save on this package right here – but only for a limited time… (CLICK).

In it you’ll find over 6 hours of audio teaching, step by step instructions in my 100+ page field guide, a quick reference guide,…and for a limited time, a special bonus audio program on building your managed services business…plus a FREE introductory membership to my Insider’s Circle Group…

Here’s the link to learn more…

© 2013, David Stelzl

xmas2013

Looking Back on 10 Years…

Christmas is right around the cornerand yesterday was the 10th Anniversary of Stelzl Visionary Learning Concepts…

It was just about 11 years ago that my wife encouraged me to seriously consider leaving Dimension Data to start my own business – doing something new.

At the time I was running the North American Security Practice, working hard to build a presence in the U.S. for a company whose primary business was in South Africa, with a strong following in the Asian markets under the name, DataCraft.

Traveling almost 100% of my time, our practice had grown from a start-up division, to over 30 Million in just 3 short years!

I joined Dimension Data as part of 7 acquisitions made by Didata to enter the US market in 2000.  My role with Premier Systems Integrators (one of the 7) had been one of helping rightsize and prepare for this acquisition – which meant streamlining the business, downsizing some of the groups, documenting some of the processes, and working on a business plan to demonstrate our vision to perspective buyers.

After the acquisition I was looking for a new opportunity inside this global company.  Having worked with a team in the past to build a 75 Million Dollar Reseller (with a strong focus on security – and later sold to Forsythe), I was interested in getting back into the security market.

I’ll never forget the senior management’s response to this idea – “Is security still an opportunity for growth?”  Short sighted to say the least – they let me begin work in this area as a one man team.  Within a few months I had 7 on my team, and 33 Million Dollars later we were off and running.

Three years later it was time to move on and do something new – and more profitable to me personally.  I spent the next 6 months talking with peers, exchanging ideas, getting counsel, and develop a program to help sales and marketing professionals overcome many of the obstacles that had developed in the market between the 90s and 2000 – if you recall, the 90s were booming with respect to high-tech companies and the reseller market!

It was December 17th, 2003.  I was to meet with my manager at Dimension Data – he was coming in to visit our office in Charlotte NC.  But I was sick…fever, headache, the whole works.  So I called in sick, and asked that we meet by phone.

At 10 A.M that morning, we got on the phone to meet – he and one other person – and unexpected guest from HR.  I was at 150% of my number for the year – but for some reason it dawned on me – and I said, without hesitation,

“Today’s my last day isn’t it?”

My manager, surprised by my words, mumbled, “Yes, how did you know.”

I simply replied, “I don’t know, but I’m ready to go…thanks for everything, it’s been great, but I am ready to go.”

They didn’t have any real explanation, but it didn’t really matter…I was ready to launch and I took it as providence and announced to my family, “We’re starting Stelzl Visionary Learning Concepts, Inc. – today!”

(Note: Since that meeting my previous employer has hired me to come back to conduct training, provide coaching, and has recommended that their sales organization read my books…and even asked if I would be interested in coming back…I’m not.)

Changes can be hard – but this change was the launchpad for ten years that I am extremely grateful for.  There were hard times getting started – as there always are with start-ups.  When things looked bad, I would just check in with colleagues from the past and ask them how business was going – more often than not I would hear complaints about compensation plans, being passed over for promotions, company politics, and more…I always left these calls encouraged and determined that we would make it.

Only about 4% of the entrepreneurs out there actually make the 10 year mark…and I’ grateful to be sitting here in my office looking back over a very profitable year.

I want you to know I don’t attribute this to my own brilliance – but rather to the encouragement and prayers of my wife and children when things were hard, the sacrifices they made in years where I traveled extensively, and to the many friends and family members who have given me wise counsel, and to those clients who have stayed with me, recommended me, and who have benefited from the work I’ve done with them – encouraging me to keep on building, developing, and innovating.

So to all of you who regularly read and participate in my programs – or who at some point, will,… thank you and have a Merry Christmas. I am looking forward to more amazing things in the coming year!

© 2013, David Stelzl

P.S. Don’t forget you can access a number of FREE business building tools on my website at this link;  (CLICK)

 

Thanks again to Ingram Micro for their sponsorship and help in setting up this week’s webinar on Creating Undeniable Justification through the Security Assessment Process.  This material comes at a time when companies across the board are failing to take the necessary steps to secure their sensitive data – make sure your clients understand the risk and are taking the right steps.  This link will take you to the 50 minute Webex recording on the Ingram Micro website.  You’ll be asked to register before watching it, but I think you’ll find the material very worthwhile.

Here is the link (CLICK) the replay yesterday’s webinar!

Also, two important resources I announced during this event.
1. First, make sure you have a copy of my book, The House & the Cloud (CLICK).  You can request it FREE in PDF format right here.

2. Second, I am cleaning out my storage closet to make room for new products, and am practically giving away my 4 part Stelzl Security Library (CLICK).  This includes:

  • The House & the Cloud (Paperback version)
  • Data@Risk – a very nice hardcover that provides the House & the Cloud discussion in a customer facing format.
  • Selling Security in The Board Room – a 60 Minute live classroom session where you’ll learn exactly how to share the House & the Cloud model with your executive level clients.
  • Threats and Trends – a live classroom session discussing cybercrime history, trends, and futures.

I only have a few of these sets left after the Ingram Micro webinar, so get them while they last!

© 2012, David Stelzl

 

Order Now!

This week I am out traveling the midwest – it’s 100 degrees and climbing,…meanwhile I am taking every moment I can in the evenings to work on several great business opportunities….here’s a peek.

1. My Making Money w/ Security Class has been revamped to include more managed services selling as well as the great security selling strategies that have always been the core of the class.  Managed offerings are a big focus for everyone I talk to, so it’s all in there now.  The next class is almost full, and scheduled for August…you can read more here: http://stelzlmmsv.eventbrite.com/ – I hope to announce more classes later this year.

2. I’ve had my web  team set up a private forum for the mentor alumni group…so if you have been through my private mentor program (that would not include group coaching packages that are sometimes sold on the back of a training class), you will soon have access to this resource no matter how long ago you were in the coaching program – and it’s free.  I’ve opened it up to my mastermind group already – so we are adding content as we speak.

3. Which brings up my new mastermind program – not formally announced, but more coming on that.  I have one group in full swing right now (5 business owners), and other groups will be announced at some point later this year.  This is an opportunity to collaborate with the best and the brightest – people in similar positions working on the same things, where I will personally facilitate, help set goals and direction, and work with the team to develop new strategies for profit and client acquisition… as well as offerings and anything else that contributes to the long term success of that group’s business.

4. I am continuing on with some of the free educational webinars I started late last year.  For the third time, and by request, I am offering “Accelerating Managed Services Sales” in July on the 10th.  If you have not been to this, I highly recommend it.  You can sign up right here: http://stelzlms.eventbrite.com/  Other topics are coming.  If you have a particular topic you would like for me to cover, send it to me for consideration.

5. Finally, many have purchased the 5 Essential Topics for Moving from Vendor to Adviser… this has been a very popular audio series for those who have attended the Making Money w/ Security Workshops.   I have another series coming, building from the same book, From Vendor to Adviser, but covering 5 more essential topics.  These audio programs turn your car into a classroom…they should be out before year end, so stay tuned right here, and follow me on twitter at dstelzl and you’ll be one of the first to know.

© 2012, David Stelzl

Conversion Rates

November 16, 2011 — Leave a comment

Recent Conference Photo

What is a conversion rate?  It’s the percentage of attendees or prospects involved in an event that choose to buy as a result of the event.  It should be the focus of every event; sadly, most are leaving thousands, tens of thousands, and even hundreds of thousands of dollars behind as they engage in demand generation activities.   One of the best next steps is the assessment – however the assessment must be approached with conversion in mind.

I was talking with a recent attendee of my online Making Money with Security workshop, this morning.  As we walked through some of his assessments from past engagements (mostly paid), we were able to identify some of the elements that lead to conversion.  In one case, a well written assessment led to zero project work.  This was a fee-based assessment, and issues were uncovered, however, still no follow-on business.  In the second assessment, also a fee-based assessment, remediation work was sold.  But it didn’t stop there. This client’s business has continued for over ten years! What was the difference?  The first two pages.  The first assessment contained no relevant executive level information.  It was not asset focused.  The second had a large box on page 1, following the cover page, that read, “Urgent Issues Found!”  No wonder the managers of that firm continued on with the remediation phase.  Urgency is a major factor in increasing conversion rates.
© 2011, David Stelzl

Photo by Hannah Stelzl

Is your brand memorable?

Some have tried to brand by offering lower prices, others with great customer satisfaction, or by building great relationships with their clients.  I see companies touting great people, certifications, or their status as a reseller of some product.  “We are gold partners”, or “Platinum and security certified!”  But these things don’t work as unique branding contributors.  Your business, and you yourself must offer something unique or represent something people see as unique and compelling.  Uniqueness comes with specialization; a unique process, or intellectual capital that others don’t possess, or something about you that adds to your ability, character, or appeal.  You have a product or an approach no one else has.

I was on the phone with a client the other day, and at the start of our call to discuss our first contract (recently signed), she said, I have heard you speak before!  It had dawned on her just a day or two ago as she was lying in bed. She remembered me as “The guy with seven kids and one wife, who home schools and has his children involved in all kinds of entrepreneurial businesses.”    In this case it was my personal story that caught her attention.  She couldn’t remember my name, but my story was fresh on her mind and memorable. The fact that I have children is not impressive, the seven children is somewhat memorable, the businesses are highly memorable, especially when combined with my seven kids who are homeschooled.  People remember this and it works. It adds to my credibility simply because, if I can help teenagers start profitable businesses, perhaps I can help anyone.

What makes your story unique and memorable?  This is the key to your brand…and a business without a brand, is on it’s way out of business.

© 2011, David Stelzl