David Stelzl Presents with Aegify – Risk & Compliance Solutions / MSSP In case you missed it – yesterday Aegify sponsored a one hour workshop for resellers…as the managed services market continues to commoditize, it is more important than ever to be building more security into your managed offerings. The MSSP is a critical step […]
What’s Your Conversion on Cold Calling Prospects? Ask your peers – the successful sales people are probably farming accounts they’ve had for years. Others have a different strategy. No one wants to hear from a sales person they don’t know. I’ve had several coaching calls this week with sales people who are either new with […]
Do you depend on the Gartner reports to predict this year’s business growth? Don’t. A few months ago Gartner projected 3.9% growth in IT spending. More recently this was downgraded to 2.4%. Does it matter? Perhaps. If you’re a major shareholder at Cisco or EMC you might be worried. But if you’re a rep selling technology, manage a […]
What Is the Digitized Megatrend All About Your Clients are going digital. We all are. And it’s happening fast. Obviously we all use computers and smartphones. That’s not what I mean. I’m talking about a Megatrend. A complete paradigm shift in the way we think about business. Think cloud, appstore, smartphones, and Internet of Things (IoT). […]
What’s your value proposition? How many times have you been asked, “What do you do?” It’s a simple question. But the answer may prove more complex than you imagine. Following is a excerpt from my House & the Cloud Update, where I eventually answer this important question. Consider the following scenario: You’re attending an association meeting, […]
Welcome to Duluth – tomorrow kicks off the 2013 Vital Conference in Duluth, MN where I will be presenting a keynote on Data@Risk, Building a Secure Mindset! – followed by a live hacking demonstration and several educational breakout sessions. Thanks Citon for hosting this!
What happens when you do an event, offer a complementary assessment, and then the opportunity goes silent? This happens sometimes. (By the way, if you’ve not done events where lots of people are committing to a next step, join me next week for Making Money w/ Security and I will show you exactly how to […]
I’m heading to Singapore today to speak to technology sales people on Value Proposition and how to related to C-Level prospects…here’s a short clip to watch while I am flying for 14+ hours overseas…enjoy!
Is your business case enough to justify the sale? We completed our second day of systems engineering sales training in Bangalore India yesterday. On the first day (read about it here) I taught on security trends, identifying the need, accessing the right people, and building justifications through assessments (or a change in the discovery process). […]