The Foundation of Our Program: RLOCK
Because seller-doers can get stuck on useless labels for roles or departments (e.g., marketing, rainmaker, business developer, seller-doer, doer-seller), it is more effective to think in terms of the stages of client relationships and the activities that people perform along each stage of the lifecycle.
Therefore, rather than waste time on such labels, we instead talk about seller-doers in terms of activities that they perform along the client lifecycle, which we describe as RLOCK:
R = Earn Recognition
L = Find and Develop Leads
O = Uncover and Pursue Opportunities
C = Close the Sale
K = Serve and Keep Clients
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