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HomeShop at BookSurgeBusiness & EconomicsSales & SellingThe House & the Cloud: Building a Compelling Value Proposition using Risk Awareness to Sell Technology |
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Well Done Oct 27, 2007
This book does a great job of identifying the challenges that need to be overcome when selling security solution. In addition, it provides strategic and tactical methods that can be used to sell solutions that will be valued by customers to solve business problems.
Great insight! Sep 06, 2007
This book does a good job illustrating both the right and wrong ways to sell security products and services. As you read, you'll find yourself evaluating how you're talking to your clients about security. Even after successfully selling security products and services for several years, I found myself incorporating many of David's ideas into my current processes.
Touchdown! Aug 20, 2007
There are tons of books and articles written on security and technology in general; but Mr. Stelzl in my opinion has gone the extra yard to explain how people buy and sell the stuff. As an HP sale rep, I was impressed with Stelzl's understanding of my customers underlying needs and true concerns about security. The book help me understand how to craft my technology message in ways that I had never thought of. I've read many sales books; but this one helped me understand the perspective of the buyer and what their motivations were. Bottom line, I now apply a security message to every sales presentation I make regardless of the technology. Read this book if you want to move from the JV team to the varsity team. Thanks
Effective strategies for selling security at a high level Aug 07, 2007
Dave's book rises to the top of my sales reading list. His mastery of what is important at the executive level and how to have a relevant conversation is layered throughout the book. The book is filled with great practical advice, stories, and examples. It provides solid theory but gives practical examples that can be easily implemented even by those of us who have no sales experience. I highly recommend this book for anyone looking to sell security and risk mitigation techniques a high level.
Bravo! Aug 01, 2007
As a professional speaker on identity theft, I constantly see the desperate need for organizations to implement sound security to protect customer information, employee data, intellectual capital, etc. And like anything else, it's not always easy to convince executives, boards and departments of the huge liabilities that they face, both technically and otherwise. The House and the Cloud gives a roadmap of how to sell security through all levels of the organization to solve these problems.
Stelzl demonstrates how security can differentiate organizations, increase profitability and speed up the selling process - all important value-added tools to help in the sale. Anyone with a stake in the security of their organization should read this book. It is practical, well-written and full of action items.
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