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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...

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Mumbai – 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...

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Vendors, 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,...

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Making 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...

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Moving 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...

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