Rule of 24: The Future of B2B Client Engagement

by Robert D. Riefstahl, J. Daniel Conway

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 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 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.

338 pages, Hardcover

Published July 16, 2018

Reviews

[Brian · Rating 4 out of 5]

Bob does it again with another framework for the future generation of technical sales. Many ideas are introduced and left open for the reader to pursue in more detail elsewhere

[LimeCream · Rating 3 out of 5]

Some interesting ideas presented in this book. I'm probably not the target reader, but I enjoyed the informative style and read it right through.

Thank you to NetGalley and to the publisher for a copy of this in exchange for an honest review.

[Darya · Rating 5 out of 5]

Precise. Summarized. To the point. I have over 17 years of experience in B2B sales. This side of the business is interesting, exciting and complicated enough. B2B sales are constantly changing and if you work in this field, then you have to learn something new every year if you want to keep on succeeding. Rule of 24 provides a smart and to the point overview of the current B2B sales standing point (I like a lot that the information provided has an overview of technology influence on this side of the business). Highly recommend for everyone who starting or already working in this type of business engagements and pay attention to the 2% factor, stakeholder resonance, value pyramid, bridge demonstrating, Pareto principle, movie-view structure, and limbic techniques. Depending on your specific experience you may find either completely new information, or refresh/have a look from the other side the things/situations you may have encountered. Particularly liked the commercial insight outlines: be credible/relevant, be frame-breaking and lead back to your unique strengths. Good book for professionals.