Upcoming Webinar: Creating Undeniable Justification Through Security Assessments

Join this complimentary webinar hosted by Ingram Micro and presented by Security Expert David Stelzl

Creating Undeniable Justification Through Security Assessments
Wednesday, September, 26, 2012
10:00am – 11:00am Pacific (1:00pm – 2:00pm Eastern)

Register here: https://ingrammicroevents.webex.com/ingrammicroevents/onstage/g.php?t=a&d=809026826

Creating Undeniable Justification Through Security Assessments

Does this sound familiar?

  • Business owners don’t see the need for more security in the SMB market
  • The businesses you call on are spending money on other things, just not technology
  • Every company seems to have a technology partner already
  • Technology decisions have been delegated to an administrative person with no power to approve technology spending
  • Your clients know their security is weak, but they are “on hold” for now

In David Stelzl’s latest book, “From Vendor to Adviser”, he explains why IT people don’t make buying decisions – simply put, they don’t have any liability. Security is the answer – every company has a security need; but most of them don’t realize it.  This kind of sale is what David calls “Asset Focused” selling.  Asset Focused selling focuses on the Assets, and targets Asset Owners, using a process to show them their risk.

With this in mind David will be presenting this session on leveraging the assessment process to provide undeniable justification.  This program was designed to move your organization from opportunistic sales to a sales process that has consistently doubled and tripled close rates for David’s clients.

Who Should Attend:

Because this workshop focuses on business-owner-level selling, almost any solution provider business owner, sales manager, or marketing director will benefit. A background in technical concepts 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 class with a new perspective on how to reach executives who generally send technical sales people down to their IT people. Don’t get delegated to IT custodians, but rather lead with one of the most urgent issues.

You will leave this session with a new understanding of how to:

Over the past eight years David’s security training programs have been consistently voted the best sales training attendees have ever received. Companies including Cisco Systems, Symantec, Kaspersky, and Sonic Wall have found this material to be eye opening, stimulating, and unique – equipping their channel partners with some of the most powerful strategies for selling. In this workshop you’ll learn how to leverage the urgency of security issues to:

    – Gain access to business decision makers

    – Reposition yourself as the trusted adviser

    – Expand and create new projects

    – Build justification for projects and future annuity services

    – Expand your reach within the account you are working

    – Cross division lines and breaking out of silos

    – Position your company for future business

*Upon completion of post-webinar survey, you will be entered into drawing to win a $50 AMEX gift card!

REGISTER TODAY!

Wednesday, September, 26, 2012
10:00am – 11:00am Pacific (1:00pm – 2:00pm Eastern)
Register here: https://ingrammicroevents.webex.com/ingrammicroevents/onstage/g.php?t=a&d=809026826

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