rfi 
Partners in Excellence
OCTOBER 5, 2022
Recently, I spoke to a VP of Sales. If our first engagement is participating in a buyer’s conference, where a RFP is issued, we are seriously disadvantaged. To develop the RFP, the customer is going through the same process every other buyer goes through. We never respond to a RFP that we haven’t written!
Sales Hacker
SEPTEMBER 14, 2020
Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. It places the burden for analyzing product functionality questions on the seller rather than the buyer. Sometimes a Request for Information (RFI) precedes the RFP. Review it carefully.
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The Science and Art of Selling
JULY 7, 2014
Buyer behavior has largely evolved in adaptation to the Internet and as a consequence they are more impatient and more elusive. With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process?
Sales Hacker
NOVEMBER 30, 2018
Why successful sales people walk away. When you’re young and new to sales, there’s a strong compulsion to chase after every opportunity that comes your way. There’s a sort of die hard, “I’m a sales guy/gal, I’m relentless, I never give up” type mentality that sets in. The opportunity is too small to warrant the sales effort.
Customer Centric Selling
OCTOBER 2, 2013
Sales Training Article: Taking the Path of Least Resistance. Marketing organizations by default now own the top of sales funnels. Pre-Internet it was likely that another vendor (Column A) had gotten traction and the buyer would leverage Columns B, C, D, etc. It was likely the buyer contacting vendors was not a Key Player.
Customer Centric Selling
OCTOBER 30, 2013
Sales Training Article: Aligning with 80% of Your Market. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net Challenger Sale has created a great deal of buzz in the sales training space over the last year or so.
Cincom Smart Selling
DECEMBER 10, 2015
Not so long ago, a walk through a sales office was a bit like stepping into Grand Central Station during rush hour. Ironically, no one hated being in the office more than a successful sales rep. Sales managers felt the same. Several sales reps are heard talking in the office about a particular colleague. Left Behind?
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