David Stelzl Talks about Closing the Sale – and Why Some Deals Don’t Close

(You might have to turn up your volume on this – the audio is weak)…Why do some deals look good, then stall out?  In this short clip I explain what it is that makes deal justification strong, and where things fall apart.  I invite you to share your comments and experiences. © 2011, David Stelzl

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Refocusing Your Discovery Process

Several companies I am working with right now are going through various assessment and discovery programs to create justification for larger projects.  This builds on the material presented online last week. The problem is, most assessments are too technical.  A change is needed if justification is going to be found in your discovery/assessment process.  Here […]

Creating an Effective UC Value Prop – Using Discovery

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move […]

Gaining Permission

I love Seth Godin’s book, Permission Marketing.  In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value.  In last week’s demand generation event we targeted business owners from the start (rather than going to IT).  […]

Mumbai – Day 4: Working on the Message

Yesterday we completed day 2 of the Making Money with Security workshop – working on messaging.  Wherever I go, there seems to be a disconnect between marketing and sales…at some point in the value proposition development portion of my workshop, I ask someone to show me what they would deliver if given a high level […]

Mumbai – Day 3

Yesterday we completed day one of our three day training class in Mumbai – my friends from India were kind enough to have ordered pizza for lunch without me knowing (Dominos in Mumbai pictured here!)  Notice the unique arrangement of Indian veggies on this slice…Not from NY, but much appreciated!  On the other hand, Dominos […]

Finding Value in Commodity Technology

Just leaving Orange County, CA – I had the honor of presenting to Ingram Micro’s Unified Communications and Mobility resellers this morning at their annual Technology Solutions Conference.  My topic:  How do you demonstrate strong value with commoditizing technology?  Starting out with the question, “What do you do and what does your company do?”  demonstrates […]