Great Speakers Make Great Sales Reps
Taking yesterday’s movie star concepts a step further, let me share another analogy that is near and dear to my own profession. As an active member of the National Speakers Association, I meet...
View ArticleMumbai – Day 4: Working on the Message
Walking along the Arabian Sea 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...
View ArticleVendors, Advisers – Customers and Clients…It’s time to Reposition
From Vendor to Adviser Quote: The discovery process is exactly the place to reposition you and your organization as advisers. I’ve talked about various kinds of assessments; penetration tests,...
View ArticleMaking Money w/ Security Day Two: CIO Relevance
What does the CIO really need to hear? I’m sure you’ve thought about this question before. Anyone going in to meet with a CIO or other high-level executive has to ask this question – you only get one...
View ArticleMoving From Vendor to Adviser in 2014
I’ve just announced my first training workshop for 2014 Moving From Vendor to Adviser… This training is specifically designed for those selling high-tech solutions. I don’t train people to sell...
View Article
More Pages to Explore .....