From Vendor to Adviser: Making the Move from Selling Products to Meeting Business Needs

From Vendor to Adviser: Making the Move from Selling Products to Meeting Business Needs

by David Stelzl


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A compilation of over 20 years of practical sales experience, combining marketing, selling, and presentation skills to help sales teams move from selling products to advising clients. (Note: This book was specifically written to those selling technology solutions and may not be as applicable to other types of selling).

Sales are limited by the value you demonstrate in those initial meetings. This book provides step by step guidance on how to create and demonstrate the value needed to close business at the buyer level. You will find practical wisdom on:

- Setting up meetings and accessing buyers
- Tips on successful educational marketing events
- Insights on using assessment and discovery
- Guidance on writing proposals that win
- How to set more profitable fees
- Clear strategies on negotiation tactics

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Product Details

ISBN-13: 9781466319462
Publisher: CreateSpace Publishing
Publication date: 01/04/2010
Pages: 252
Product dimensions: 6.00(w) x 9.00(h) x 0.53(d)

About the Author

David Stelzl has a fresh perspective on the high-tech consulting business. He's taken resellers from simply selling products, to providing high-end technology programs, significantly increased company profits through the addition of consultative offerings and managed service programs, and has had the privilege of training many sales and marketing organizations worldwide on how to reach executive managers with a compelling value proposition. He has authored two books: The House & the Cloud and Data@Risk. As an active member of the National Speakers Association, David addresses up to a hundred audiences each year including conference keynotes, sales training workshops, marketing events, and executive briefings. His experience and insights continue to bring new perspective on how the reseller model should work, how high-tech solutions should be positioned, and how to maintain margins in a commoditizing industry of networks and computers. His firm, Stelzl Visionary Learning Concepts, Inc. has consulted with, addressed, or been sponsored by clients such as Cisco Systems, Hewlett-Packard, Trend Micro, Symantec, Check Point, Juniper, Kaspersky, and many solution providers including AT&T, Qwest, ePlus, and Accuvant.

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