The House & the Cloud: Building a Compelling Value Proposition using Risk Awareness to Sell Technology [Paperback]

David Stelzl (Author)

Editorial Reviews

Product Description

A new approach to selling technology and information security solutions-building a compelling value proposition, creating justification for the sale and building a winning proposal. This book offers a new approach to increase sales in the technology market, both product and services, as well as a compelling case for managed services.

Product Details

• Paperback: 152 pages
• Publisher: BookSurge Publishing (May 11, 2007)
• Language: English
• ISBN-10: 1419666185
• ISBN-13: 978-1419666186
• Product Dimensions: 8.4 x 5.5 x 0.4 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Bestsellers Rank: #897,501 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars A Must Read!, July 29, 2009

By	Brian Shannon (Charlotte, NC USA) - See all my reviews (REAL NAME)

This review is from: The House & the Cloud: Building a Compelling Value Proposition using Risk Awareness to Sell Technology (Paperback)

I would highly recommend this book. While the author is clearly an expert in security, technology and risk mitigation, I found principles in this book to be applicable for sales people in all industries. The book outlines reasons why any buyer would choose to make a purchase, great questions to ask to differentiate you from the competition, how to build an effective value proposition and ultimately how to put more commission dollars in your pocket. If you want to grow your sales line, then read and implement the ideas in this book.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Great insight!, September 5, 2007

By	Satisfied User - See all my reviews

This review is from: The House & the Cloud: Building a Compelling Value Proposition using Risk Awareness to Sell Technology (Paperback)

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.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Touchdown!, August 19, 2007

By	Fred DeLuca (Charlotte, NC) - See all my reviews (REAL NAME)

This review is from: The House & the Cloud: Building a Compelling Value Proposition using Risk Awareness to Sell Technology (Paperback)

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