Ryan Dohrn argues that 45-60 minute sales meetings are too long. Instead, ask for 15-20 minute conversations and pack them with relevancy. Shorter, focused pitches close more deals because prospects actually show up.
The R is all about relevancy, and that is a differentiating factor. Keep in mind, in most sales scenarios, you want to have a nice, thoughtful 45 to 60 minute meeting with most prospects. It gives you time to ask questions, they can ask questions. Hopefully you'll have a little kumbaya kind of moment at the end of the conversation and they'll buy from you. Unfortunately, 60 minutes is a really big ask. That's a long request for time. So one of the things that I like to do in being highly relevant is really being spot on with what I'm talking about. Most people don't have time for a 60-minute meeting, so relevancy is about me being respectful for somebody's time, asking for say be 15 or 20 minutes.
