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!

May 13-15th, 2013;  3:00 PM - 5:00 PM ET each day

Sign up before April 30th and get an earlybird discount...

Call for large group rates...but hurry, we only allow 30 total participants!

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.  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 any technology. 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

Learn one of the most effective, proven methods of selling information security projects in just three days.  This program has been used by technology companies, both large and small, all over the world.  Last year I conducted classes across the US, as well as in Australia, Singapore, India, and Guatamala.  Both manufacturers and resellers have reported dramatic increases in security projects as well as managed services sales...read the testimonies below to see how others are benefiting from this ground-breaking sales process.

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 a managed services program and working to add new clients.
• Opening up a new region or territory.
• Trying to sell more consultatively.
• Working on caling higher in the account.
• Need a more effective way to attract higher level audiences.
• Working to increase the effectiveness of marketing event 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 designed specifically for the executive level.
• You'll learn how to move from influencers to decision makers.
• 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.
  
• I will show you how to move every deal into an annuity sale.

***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).

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 course 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 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

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 "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."

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"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

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

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 “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.”

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

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"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

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