Just Because Your Message Is Poor Doesn’t Mean You Should be Selling Harder What’s Your Value Proposition? When I look at a reseller’s messaging, I ask myself, “So What?” Is there a compelling reason to buy here? Will the CPA, doctor, lawyer, or business executive care? Or is this message designed for techies without a […]
Three Things You Can Do To Earn A Seat At The Table Continuing from yesterday’s topic on, Things Sales People Do That CIOs Hate, last week’s keynote also covered three things CIOs really need…and can’t easily get internally. Security Intelligence. Intelligence is the new security buzzword. Not that it’s new. But for years people have […]
I arrived in Frankfurt, Germany yesterday morning after a great lunch & learn with IOvations in Boston. In Boston I was surrounded by 6 foot piles of snow – here the weather is perfect early spring, sunny, and beautiful. A few pictures from my walk around town on Sunday…this afternoon I will be delivering a keynote speech to […]
What was your worst sales call? I remember mine… After working hard for months to gain access to the decision maker of a large healthcare company in South Florida, I finally had my chance…a meeting with the CIO. My current contact, the IT Director, set up this meeting. When I arrived it was just the […]
Now Available: From Vendor to Adviser (PreOrder for just 13.95) The proof is in my hands – and you can now reserve a copy of From Vendor to Adviser at a discounted price of $13.95 through my online store: http://www.stelzl.us/store.asp (normally $16.95). I’ve been working on this book for almost a year, and I […]
My son has never had pizza! Can you believe it…you should know by now that I eat pizza at least once a week, and that’s a bad week for me. Why have I deprived me son? Be cause he is allergic to everything. Gluten (which knocks out just about every restaurant bread), wheat, corn, dairy…that […]
After working hard to reduce the size of my phone, I’ve taken a step back with the Blackberry. My wife thinks it’s funny that my phone is as big as some laptops, but I just couldn’t pass up the apps. So why am I telling you this…because there’s a great “trusted adviser” story behind this […]
Yesterday on my flight to Boston I was talking to a gentleman about marketing through social networks. We were discussing how the Internet has completely changed the way we reach customers and prospects, as well as what prospects and clients are attracted to. Some considerations for your online brand… 1. Is your Cyber-Slip showing? This […]
Don’t forget, tomorrow at 11:30 am (east coast time) I’ll be presenting material sales people can use this week! If your marketing department isn’t giving you all the leads you can use (and even if they are), this material will help you accelerate your 2010 sales pipeline. You’ll get: Ways to dramatically change the cold […]
Who is the trusted advisor? I hear this title claimed by almost every sales person I meet, yet it is always the client who determines who the trusted advisor is. We don’t claim this title – it’s given. You may have heard me say in my lectures, “The trusted advisor requires two key ingredients; you […]
High Tech Business Growth 