On Wednesday, April 18th, Ingram Micro’s Advanced Technology Division invited David Stelzl, renowned speaker, author, and business strategist for high-tech sales, to present on his new book “The House & the Cloud”. Over 300 resellers registered for this webinar.
In his dynamic webinar presentation, David covered several important topics including:
- Problems with the current approach resellers are taking to both sales and marketing
- The problem with most assessments – which leave the sales person with little hope to sell follow-on project and managed services business
- The problem with most sales presentations – leading to boring company overviews that drive your audience to their smartphones rather than listening to you
He also presented several concepts to build a strategy that will lead a reseller up the ladder, into a decision maker’s office. Furthermore, he discussed how to get to the right people and what to do when one is there.
A main point David mentioned was: “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 Asset Owners – the people creating the budgets.”
Attendees of the webinar were able to walk away with these key ideas:
Leverage security as the number one motivator for buyers
Uncover the one issue every client has
Create dynamic messaging at the executive level
Move from influencers to decision makers
Create justification that will close the sale
To access the webinar recording link, please visit: Webinar Recording Link
To obtain a FREE copy of the House & the Cloud Book, click here: http://stelzl.us/store-2/house-the-cloud/