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The Trusted Advisor
Who is the trusted advisor? I hear this title claimed by almost every sales person I meet, yet it is always the client who determines who the trusted advisor is. We don’t claim this title – it’s...
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Success with Marketing – tomorrow!
Don’t forget, tomorrow at 11:30 am (east coast time) I’ll be presenting material sales people can use this week! If your marketing department isn’t giving you all the leads you can use (and even if...
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Cyber Suicide – are you killing your brand?
Yesterday on my flight to Boston I was talking to a gentleman about marketing through social networks. We were discussing how the Internet has completely changed the way we reach customers and...
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Verizon Wireless Trusted Advisers – Listen Up!
After working hard to reduce the size of my phone, I’ve taken a step back with the Blackberry. My wife thinks it’s funny that my phone is as big as some laptops, but I just couldn’t pass up the apps....
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Justifying your Fee
My son has never had pizza! Can you believe it…you should know by now that I eat pizza at least once a week, and that’s a bad week for me. Why have I deprived me son? Be cause he is allergic to...
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From Vendor to Adviser – Finally
Brand New! Now Available: From Vendor to Adviser (PreOrder for just 13.95) The proof is in my hands – and you can now reserve a copy of From Vendor to Adviser at a discounted price of $13.95 through...
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My Worst Sales Call
What was your worst sales call? Don’t show up unprepared – i.e. Don’t waste your prospect’s time. I remember mine… After working hard for months to gain access to the decision maker of a large...
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David Stelzl Speaking On Value Proposition with BASF in Germany
I arrived in Frankfurt, Germany yesterday morning after a great lunch & learn with IOvations in Boston. In Boston I was surrounded by 6 foot piles of snow – here the weather is perfect early...
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Three Things CIOs Need From You
Three Things You Can Do To Earn A Seat At The Table Continuing from yesterday’s topic on, Things Sales People Do That CIOs Hate, last week’s keynote also covered three things CIOs really need…and can’t...
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The Long Lonely Quest to Create An Effective Sales Message
Just Because Your Message Is Poor Doesn’t Mean You Should be Selling Harder What’s Your Value Proposition? When I look at a reseller’s messaging, I ask myself, “So What?” Is there a compelling reason...
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