Rule of 24: The Future of B2B Client Engagement - Hardcover

Riefstahl, Robert D; Conway, J Daniel

Hardcover

ISBN 10: 0995110360 ISBN 13: 9780995110366

Publisher: Peach Elephant Press, 2018

Synopsis

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.

About this title

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!"

Review:

"Sales as we knew it has been disrupted. In Rule of 24, the authors make the case that product evaluation, presentation and decision making cycles have been so compressed that only the nimble, adaptable, agile, fast-moving sellers set themselves up to close more deals. For those companies whose sales processes incorporates demos, you'll find the section on Guiding Principles of Rule of 24 to be especially important. This is a sales book that provides strategic and tactical guidance that you can implement immediately. I highly recommend!"
-- Barbara Giamanco
CEO of Social Centered Selling, Host of the Conversations with Women in Sales podcast, Author of The New Handshake: Sales Meets Social Media

"I have had the personal experience of working with Dan Conway. Dan is a true leader in his field with a passion and commitment to excellence in everything he does! His perspectives and insights will provide you with actionable steps to shorten your sales cycle and produce more revenues immediately! In this era of change... and the ever-increasing rate of change, you need new tools and fresh approaches to manage your sales cycle and focus on your differentiation. Dan's expertise will provide you with immediate benefits as you explore the secrets to sales success that are truly transformative!"
-- Tom Huber Investor
ex-consultant at Ernst & Young, Citicorp, Fiserv and Sungard, ex-CEO/President/Board member in private equity and venture capital funded organizations.

"Bob Riefstahl's last book Demonstrating to WIN! became the 'IKEA' instruction manual for developing sales engagement skills. Now Riefstahl and Conway have seen how changes in technology, social, consumer-like buying behaviours, customer experience and attitudes to risk have massively disrupted B2B sales and produced the new 'superior client experience' instruction manual. Rule of 24 is full of hard won, practical advice. If, like me, you're reading this on paper (old school), then I'd recommend at least 3 highlighter pens to highlight everything you'll want to remember and put into practice."
-- Don Carmichael
PreSales Leader, Coach and Trainer at Winning Skills Ltd, ex-Head of PreSales Development, EMEA, SA

"If you've ever left a sales presentation and wished for more time or more resources, you are not alone. We all wonder if there is a better way to sell with increasing pressure from our prospects to execute meetings faster. Traditional approaches are becoming a recipe for frustration, exhaustion and boring the customer. Thankfully, Bob and Dan offer a non-traditional approach in Rule of 24 that provides tactical and practical ways for selling teams to engage more in less time with less effort. Based on their exhaustive research and field testing, this is a proven plan that works."
-- Alan Gunn
Partner at Gunn Consulting Group

"As a Digital Marketer, Rule of 24 gave me a new perspective on the buyers journey. Understanding the way B2B organizations are now buying is vital. This allows me to meet customers where they are and provide the right content to them at every stage of their journey in order to maximize the opportunity for multiple stakeholder buy-in. Rule of 24 illustrates the importance of not only how marketing engages prospects, but also the alignment and coordination that occurs with the shifts that sales engagement teams need to make once they engage the client post-marketing initiatives."
-- Jessica Montville
Founder at Mandarin Marketing and Communications, LLC

About this edition

• Publisher: Peach Elephant Press
• Publication date: 2018
• ISBN 10: 0995110360
• ISBN 13: 9780995110366
• Binding: Hardcover
• Number of pages: 338