In our most recent blog, we discussed the importance of utilizing a variety of available mediums to achieve maximum client satisfaction. Over the course of the next several blogs, we will look at the guiding principles for executing the Rule of 24 across each of these mediums. Your sales team members will benefit by incorporating these principles in client interactions, and I will spend time with each principal, examining, in depth, how to best make it a part of your client/sales team interactions. The following are the principles we will examine over the next series of blogs:
Today’s B2B buying and selling game is unwilling to slow down to accommodate the “crawl” that is necessary to accomplish a bottom up/directed opportunity using the traditional method. In adhering to a Rule of 24 Bottom Up/Directed opportunity approach, operations are streamlined and purposeful. Gone are the days of phone tag and waiting to hear if the potential client has heard from the person in authority who has permission to process orders, or if the sales team will need to wait for that approval. Also gone are the follow up meetings after follow up meetings that might take months to manage and schedule. By following a less traditional, and more advanced Rule of 24 Bottom Up/Directed Opportunity, what might’ve taken months can be accomplished in a matter of days, or even mere minutes.