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Speak the C-Language
In a coaching call I had yesterday I was asked,”How do we communicate more effectively with business owners and executives? We’re constantly being sent back down to IT.” This is a common question 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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Hiring New Sales Reps is Not Always Easy…I’m Building Entrepreneurs!
Photo Taken By Hannah Stelzl It takes a few years longer, but hiring my kids to work with me has been the best decision I’ve ever made (not to mention the tax advantages)…It takes about 15 years of...
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Citi Hack – Caught By Detection, More Justification to Sell More Security
Can companies really say, “We’ve got it covered? Caught by detection, but too late to stop thieves from accessing over 200,000 customer credit card credentials. Citi is a big company under strict...
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Before You Write Your Next Proposal, Consider…
One issue that repeatedly comes up in sales coaching sessions is how to write an effective proposal. A few comments before you write anything… … you should be clear about what a proposal is....
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How Long Does It Take You To Write A Proposal?
It takes me about five minutes to write most of my proposals. Whether my fee is $200 or $100,000 dollars for the project in question, the proposal looks the same and communicates the same information....
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Branding – What Makes You Memorable?
Photo by Hannah Stelzl Is your brand memorable? Some have tried to brand by offering lower prices, others with great customer satisfaction, or by building great relationships with their clients. I see...
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Conversion Rates
Recent Conference Photo What is a conversion rate? It’s the percentage of attendees or prospects involved in an event that choose to buy as a result of the event. It should be the focus of every...
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Coming Opportunities
Order Now! This week I am out traveling the midwest – it’s 100 degrees and climbing,…meanwhile I am taking every moment I can in the evenings to work on several great business opportunities….here’s a...
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Ingram Micro Webinar Replay: Undeniable Justification
Thanks again to Ingram Micro for their sponsorship and help in setting up this week’s webinar on Creating Undeniable Justification through the Security Assessment Process. This material comes at a...
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Merry Christmas – and Our 10th Year Anniversary!
Looking Back on 10 Years… Christmas is right around the corner – and yesterday was the 10th Anniversary of Stelzl Visionary Learning Concepts… It was just about 11 years ago that my wife encouraged me...
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Marketing Your Managed Services in 2014!
Happy New Year! Happy New Year! It’s just about 2014…and I’ve been working hard this month to put together some new things for the coming year. One of the most exciting things I’ve completed is my...
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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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