Rule of 24: The Future of B2B Client Engagement

Rule of 24: The Future of B2B Client Engagement

by Robert D Riefstahl, J Daniel Conway

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Overview

Time is running out.

Massive change is upon us and business to business (B2B) sales organizations are breaking down. The old sales strategies aren’t working like they used to—you used to know exactly how to be effective, but now you’re not so sure. Competitors have raced ahead and there are only two options left: Embrace the change. Or ignore it and fall behind.

Discover the new rules.

Inside Rule of 24, authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. The rules have changed —customers are more educated, resourceful and directive than at any other time in history. Future-proof yourself and your sales team, understand what’s coming next and how to deal with it.

Inside Rule of 24, you will learn:

  • How to transform your sales process by utilizing the power of extreme personalization › What the Rule of 24 is, and how it changes the way you think about selling
  • How to audit yourself, your industry and learn exactly what your customer is expecting from you
  • How to become a master of all of your selling mediums and crush your competition
  • How to build seamless client interactions that thrill B2B buyers

Written for companies who want to prosper and grow in the digital age, this book is your roadmap. After reading Rule of 24, you’ll be riding atop the wave of imminent change, instead of helplessly swimming against it.

Rule of 24 changes everything.

Product Details

ISBN-13: 9780995110366
Publisher: 2Win Global
Publication date: 07/16/2018
Pages: 338
Product dimensions: 5.50(w) x 8.50(h) x 0.88(d)

About the Author

Robert (Bob) Riefstahl is the founding Partner of 2Win! Global, an international training, consulting and software company specializing in complex product demos, presentations and demo video automation.

The first 20 years of his career took place in the technology industry where he succeeded in sales and executive positions. Since then, Bob has brought his demo expertise to over half of the top 400 technology companies in the world including firms like Microsoft, Google, IBM, Siemens and Dassault. Bob is a keynote speaker, consultant, sales expert, author of the global best-selling book "Demonstrating to Win!"

Dan Conway is President and CEO of 2Win! Global an international training, consulting and software company specializing in complex product demos, presentations and demo video automation. Dan has spent 20 years in the software and technology industry helping companies and agencies grow their business. Most recently holding a senior executive position for a leading international software enterprise prior to joining 2Win! As a former 2Win! Client Dan has truly walked in their shoes and understands the value of the 2Win! Portfolio and how it helps companies engage with their clients across all mediums (video, web and in-person demos and presentations) employing 2Win! techniques to improve company revenue and profit.

Table of Contents

one: RULE OF 24

two: B2B COMPLEX PURCHASES

three: DIGITAL SELLING & PRESENTING

four: GUIDING PRINCIPLES

five: VIDEO AUTOMATION

six: VIDEO CATEGORIES

seven: PERSONAL VIDEO

eight: VIDEO CONTENT CREATION

nine: VIRTUAL DEMONSTRATIONS

ten: THE IN-PERSON MASTER OF 24

eleven: COACHING

twelve: TEAMWORK

thirteen: SERIOUSLY

fourteen: AN ILLUSTRATION

fifteen: ORGANIZATIONAL EXECUTION

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