STELZL Visionary Learning Concepts: Solution Strategies



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	ACCELERATE SALES! Read the House & the Cloud... The only book I know of that is specifically written to show sales people how to drive security related business! Read More SALES COACHING The fastest way to grow your business is to increase your sales effectiveness. Find out how to focus your business, accelerate the start up time of new sales people, and provide vision and strategy to your practice leaders through industry specific, customized sales coaching. ...Read More ASSESSING RISK The best way to gain access to an account is to use a business level assessment of their digital assets. DAP is a tool created for the purpose of gaining access. It was created from an in depth business continuity assessment process used by global companies, with an aim toward the SMB market....Click here to see a sample chapter of DAP 2.0

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Events | Business Strategy | Sales Development | Demand Generation

The Goal

Forget security budgets! When people don't have a budget it simply means you are talking to the wrong people or lack valid justification In my book, The House & the Cloud, I explain why IT organizations don't make buying decisions - Simply put, they don't have any liability. Asset Selling focuses on the Assets and targets Asset Owners. With this in mind we have developed the following program to move your organization from opportunistic sales to a sales process that has consistently doubled and tripled close rates. Security issues will create new business and this workshop will show you how.

The Experience

In just one day you will go from fulfilling business to creating business. Over the past six years this program has been consistently voted the best sales training attendees have ever received. Companies including Cisco Systems, Presidio, ePlus Technologies, and Qwest have found this material to be eye-opening, stimulating, and unique. In this class you'll work through each of these sessions:

Understanding why security is the number one motivator for buyers.
Cybercrime - compelling justification to move forward now!
Asset focused selling - moving from product to solution.
Creating dynamic messaging at the executive level.
Building a unique value proposition - beating the competition.
Creating justification that will close the sale.
Marketing Strategies that win.

Because this class does not deal with highly technical concepts, almost any sales person will benefit. A background in selling security is not necessary, in fact, many times we find that attendees with a strong technical background find executive level selling to be more of a challenge. So whether you come from heavy product sales or are new to technology sales, you will leave this class with a new perspective on how to reach executives who generally send technical sales people down to their IT department. Don't get delegated to IT custodians, but rather learn to address business issues with a message that 99% of your customers need addressed.

Here's What You'll Leave With...

You will leave this class with a new understanding of what it means to create demand. Here are just a few of the things you will walk away with:

A new value proposition - one that works with executives.
A vision for how to build your career as products commoditize.
An understanding of how to sell managed services.
The ability to meet new people - getting them to remember you.
A way to get people to ask you about your value proposition.
A message that is predictably needed.
Justification guaranteed to shorten sales cycles.

Register now! Early registration receives a 20% discount. You'll also get a continental breakfast, lunch, and a tremendous sales growth experience.

Denver: January 2010

Charlotte: January 2010