Making Money with Security

(& Managed Services)

Move from Vending to Advising; learn the skills that will increase your value to CIO's and business leaders, and become one of their most important partners over the next year!

Sign up right here - choose from three different events coming this fall!  If you have questions about this program, call me now at 704-243-0014, and

I will show you what we are covering and help you determine if this is right for you...

• High-tech account managers & sales managers
• Marketing professionals
  
• Presales consultants
  

Dates:

November 20th - 22nd, 2013; 3:00 PM - 5:00 PM ET each day

Location: Webex / Online.

What makes selling fun?  Getting invited to board room discussions, strategic planning sessions, and being called on to help solve a business' most critical problems can make selling one of the most fulfilling careers there is.  No one wants to be treated like, "Just another vendor"; so stop being a vendor and get serious about meeting business needs with technology and security.

This is the most amazing class for selling almost any technology that involves security. For the past 9 Years this has been my most popular workshop and I continue to hear extremely positive feed back from those who are attending.  Years ago I became disenchanted with traditional sales approaches.  Every presentation looks the same, sounds the same, and is the same.  Look at your Power Point slides - "Here's who we are, here's how big we are, and here's our certifications...blah blah blah." I spoke with a CIO just last week and he agreed, he's heard the same pitch a thousand times and it's boring. 

This class changes everything - I believe there is a better way...and I want to inspire you to go out with a message that matters!  Doug Baker, Owner of ICE says, "Your stuff works...I've doubled my gross profit in just one year."  Mike Ritsema, President of i3 Business solutions says, "I just had the best sales call I've had in 20 years because of the things you've taught us."  Don't wait, join me for this upcoming workshop...here's the details.

About the Class

I've spent 20 years studying the sales process for high tech and security solutions - this class presents the best methods of accessing decision makers, creating compelling justification, and engaging in larger architectural projects.

QUESTIONS?... Check out my new FAQ page

Who Should Attend

This class was developed with high-tech sales people in mind, but also contains valuable marketing insight.  If you sell high tech solutions, security products and services, or managed services; and work in sales or marketing, plan to attend.

• Anyone selling security related  technology - projects or products.
• If you are building or growing a managed services.
• Opening up a new region or territory.
• Trying to sell more consultatively.
• Working on calling higher in the account.
• Need a more effective way to attract higher level audiences.
• Working to increase the effectiveness of event marketing selling.

The Experience

What what will you get from this workshop?  It's like no other you've ever attended...

• Learn how to leverage security - the number one motivator for technology buyers.
• Cybercrime update - discover some very compelling justification that demands a response!
• Asset focused selling - You will discover the issues every client is facing; and most of them don't know it.
• I will help you create dynamic messaging - a value proposition designed for decision makers.
• You'll learn how to gain access to power.
• I will show you how high priced consultants conduct their discovery process, and how to use this process to expand product sales into large all-encompassing projects.
  
• You will learn how to move every deal into an annuity sale - MSP.
• And I will give you a formula that eliminates the cold calling process and brings in new clients every month.
  

***BONUS:  Sign up now and I will also give you an additional one-on-one hour of sales coaching to directly apply this material to your busines! (A $500 value)! 

And it's Guaranteed - if you hate it, I will refund your money, no questions asked (as long as you attend all three days).

Don't wait - seating is limited - sign up right now! (Scroll to the top and select the appropiate ticket type.)

Here is What People Are Saying About it...

 "This training is phenomenal. Dave presents the information in a simple, clear and compelling manner. After the first 20 minutes, I knew I would purchase the recorded version of “From Vendor to Advisor.” Not only was the training excellent, but the MP3 series is an amazing resource that I have gone back to again and again. If you are in IT Security Sales, this is a must have for your own career development." - Dorothy Burrell, Account Manager, Accuvant

_______________________________________________________________________________

 "I highly recommend David. While working at Praxis Computing, Inc, David was hired as my sales coach and business planning mentor. He played a significant role in our success selling IT security equipment and services. The "Cloud and House" presentation that he devised was implemented throughout our process from seminars and events to board room presentations and deal negotiations. Furthermore David is extremely efficient and helped me to successfully leverage my calendar utilizing time and work flow management to increase performance. In conclusion, David Stelzl's advice is extremely valuable."

_______________________________________________________________________________

"This course gave me great tools I could use immediately and spoke in a language that was current for today's sales events." - Darrell Potie, Analysts International

_______________________________________________________________________________

"This was the BEST class technical, sales or otherwise I have been too in a long time." - Mark Melvin, ePlus Technology

_________________________________________________________________________________

 “As a BDM for Cisco I have always known security and always tried how I could make selling of security portfolio simple. Being part of the worlds largest security vendor with USD 2 billion turn over actually makes life even more complex as the portfolio itself is extremely hard to manage.

All of this until I met David as our mentor, coach, presenter etc for 3 days in bangalore training organized by Cisco for us the BDM. It is only fair to say he made & helped us to make sense of the madness & gave us practical approach on position and managing the sales cycles of security.
During the 3 days I got to know David on a personal level as well & I understood his wisdom is even beyond security.
I have invited him to Sri Lanka and hope he will oblige.”

_________________________________________________________________________________

"This class has given me the confidence I need to call higher in the accounts I work with." - Glenn Thompson, Single Path

_________________________________________________________________________________

"A fresh perspective on the way to get a conversation started with senior executives that focuses on risk to their assets rather than what a technology can do for them." - Maureen Kaplan, Verizon Business

_________________________________________________________________________________

"This program has truely given me a consultative approach to business.  Instead of struggling to figure out ways to talk technical to c-level individuals, I now have the tools I need to demonstrate the value of security and what we offer our managed IT clients.  As a result, I am more comfortable talking directly to the c-level." - Kemper Brown Jr., Electronic Office.
__________________________________________________________