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2Win! Global Blog

Bob Riefstahl

Bob Riefstahl
Bob founded 2Win! on the simple concept that if we focus on more than best practices and correct our bad practices (as Bob calls them “crimes”) then we separate ourselves from the competition. Bob is a thoughtful, practical senior executive with a keen mind.

Recent Posts

Discovery On-The-Fly - Uncovering the Underknown

[fa icon="calendar'] 01/17/2020 1:12 PM / by Bob Riefstahl posted in discovery

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Ever Have a Runaway Demo?

Your salesperson, Emma, has a “hot lead.” Kristian, the prospect and a company executive, wants to make a decision quickly and needs a demo “right away.” Emma presses Kristian to provide time to perform a formal discovery so she can get input from other stakeholders. Kristian asserts, “You don’t need to do that. I have a list of requirements from them, and we don’t have time for a bunch of interviews. That would take weeks. Why don’t you get your demo expert to provide us with an overview and we will guide him or her from there?” Emma accepts Kristian’s request, convinces her to send the list of requirements, and sets up the demo for the next business day.

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Stop Rescuing Revenue and Start Growing It

[fa icon="calendar'] 12/10/2019 4:00 PM / by Bob Riefstahl

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We believe there’s a goldmine in your current customer base when Client Services Teams have a solid strategy to manage your relationships.

Does this sound familiar?

They licensed your solution, they signed up for a lower tier of users and options, they didn’t really implement it well, they didn’t interact during the subscription, and just before their renewal deadline you received an email informing you that they would no longer be using your platform.

Now you’re in crisis mode with a client you hardly know. You ask for a meeting, beg for continuation, ask what went wrong, offer discounts, etc. The problem was, they simply didn’t use the application like they thought they would and the cancellation is being directed by an executive that no one had met.

“With the right plan in place you’ll get the renewals AND grow revenue long after the sale.”

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