Creating Undeniable Justification

Join Me Sept 26th! When you engage your prospects, are you “Creating Undeniable Justification”, or pitching your products and features?  If your client truly has a need, it’s not hard – if you are trying to sell them something they really don’t need, it’s hard!  Avoid the latter and focus on the real needs…security technology […]

Important Point From My Session In Las Vegas

In both sessions I conducted this week, speaking on the power of the discovery process and how to leverage it to expand deal size, I polled the audience on a very important question; “How many of you believe  the decision makers are reading your assessment reports?”  Almost every attendee responded yes to the question – […]

Post event interview with Sklar

Listen in as Randy Sklar, president of Sklar Technology Partners and recent present of his regional VTN chapter interviews me – this clip was made specifically as a follow up to a very successful, decision maker level, educational seminar.  The event received strong sponsorship from companies such as Zenith Infotech – one of the only […]