Multiplying Your Assessment Revenues

This week I am working hard on several items for next week – the Ingram Micro Webinar, Undeniable Justification Using Security Assessments, and another Pre-Event Webinar introducing my new ebook and workshop, 7 Secrets to Profitability Using Lunch & Learns and Sales Events (Now sold out – but get on the waiting list!).  It’s a […]

Guatemala City: Day 2

Tuesday was full day, kicking off the morning with several sessions on selling security including, discovering new opportunities, learning to effectively use sound bites, and a review of the security briefing material I have been using at executive facing lunch and dinner meetings.  Our sessions were held high in the mountains in a house my […]

From Vendor to Adviser Webinar Follow Up

A couple of key points from today’s webinar: 1. The discovery process deserves some re-engineering.  It is by far the greatest accelerator you have once in the account, and is the thing that will take your team from being a vendor, to being seen as a strategic adviser.  Don’t miss this point – don’t assume […]