PandaDoc

NOVEMBER 25, 2022

This results in very detailed RFPs, which cause salespeople to compete on price alone instead of offering solutions. Longer research. The book also describes many sales techniques proven by real salespeople with real customers, as well as research data. Procurement departments are better at determining the company’s needs.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

DiscoverOrg Sales

DECEMBER 18, 2018

Sales and marketers who have this insider knowledge can quickly reach out to help with helpful solutions – landing opportunities and sales before an RFP goes out, before a prospect downloads a whitepaper or attends a webinar … and long before competing sales teams even know an opportunity exists. UnitedHealth Group. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156

Partners in Excellence

JULY 23, 2012

” For example, I only respond to RFP’s that I’ve written for the customer. It’s usually a waste of my time to respond to an RFP from a customer I’ve never met. To me, I’m just RFP fodder. Related Posts: Wake Up! However, I have one client that manages this process very well.

Maximizer 85

Maximizer Buying Cycle Solutions Selling Consultative Selling 85

Partners in Excellence

SEPTEMBER 17, 2013

” They pre-empt our questions, doing research on their own. Ultimately, they develop RFP’s or requirements document, saying “We don’t care about your questions, we just want answers to our questions.” They understand exactly what we are doing and don’t tolerate it.

Maximizer 95

Maximizer Lead Rank Lead Scoring Promotion 95

Pointclear

SEPTEMBER 13, 2016

It’s like responding to the RFP that you haven’t written. Ardath Albee: “Research finds that sellers can be involved in all stages of the buying process if they bring value to the conversation. Your only way to win is by price and even that is low odds. High performers don’t care about this.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Partners in Excellence

JANUARY 19, 2015

They do their own research, further learning, further adjusting their goals, objectives, needs, and requirements. Related Posts: Wake Up! RFP’s Suck! Love The Insight, I’ll Write A RFP! No related posts. Their points of view shift as they align priorities and goals with their peers.

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Rank 48

Partners in Excellence

AUGUST 3, 2014

” Perfectly reasonable questions, but unlike the watching a movie with my wife, the customer can say, “We’ve already done our research, we just need some answers from you, we don’t want to backtrack, just give us the information we need. Related Posts: Late To The Party! No related posts.

Competition 97

Competition Relationals Research Up-Sell 97

Partners in Excellence

AUGUST 4, 2012

Research indicates that buyers aren’t engaging sales people until they are 60-70% through their sales process. If sales people don’t up their game, then they are relegated to being RFP fodder. Finding yourself relegated to RFP fodder? Related Posts: Buyer Beware — Seller Be Aware!

Buyer 93

Buyer Education Journal Social Media 93

Your Sales Management Guru

AUGUST 3, 2012

In the Harvard Business Review article the authors make the point-by performing extensive research with many top performing salespeople- that times have changed. Share your thoughts with all of the readers on this blog or other related sales leadership topics. Most Account Planning programs will cover this tactic.

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

Partners in Excellence

JANUARY 25, 2015

It’s that time of year again, there are lots of posts around the popular research that indicates, “Customers aren’t engaging sales until they are, 57, 70, 90 (depending on the research you read) through their buying cycle.” Playing the numbers and pricing game to win their fair share of RFP’s.

Buying Cycle 48

Buying Cycle Ideal Customer Profile Customer Education 48

Partners in Excellence

OCTOBER 2, 2015

While our research is a little old, a number of years ago, we analyzed over 700 deals across a number of customers and suppliers. Without going into the research, it’s easy to understand how this disconnect happens. It’s that RFP that suddenly hits your desk, the one you know nothing about. No related posts.

Customer 48

Customer Call-back Proposal Maximizer 48

The Pipeline

MARCH 16, 2012

The example he used related to supply chain/logistics. One example he gave related to questions submitted by vendors to clarify aspects of the tender document. He agreed that this was a plus for day to day items, that he defined as day to day staples, be that office supply, fuel, etc.,

Vendor 226

Vendor Trends Benefit Relationals 226

Sales Hacker

SEPTEMBER 11, 2020

Typically this occurs through a funding round that helps foot the bill for things like payroll, research and development, and endless La Croixs (we’ll discuss the various stages of a funding round shortly). RELATED: The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! Funding rounds.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Partners in Excellence

APRIL 3, 2012

It’s similar to responding to the RFP that I haven’t written–the probability that I will win is very low. No related posts. This trend terrifies me. My ability to create real value is seriously constrained. The reality couldn’t be more different. We’re all prisoners of our own experiences.

Maximizer 88

Maximizer Education Trends System 88

Partners in Excellence

JULY 21, 2012

They do this through leveraging resources on the web, displacing the traditional solution sales person’s role, leaving them as RFP fodder. Related Posts: Moving From The Teaching Pitch To A Collaborative Dialog Buying Has Nothing To Do With The Product We Sell! We need to leverage all these opportunities. Leaping To Solutions!

Solutions Selling 94

Solutions Selling Conference Up-Sell Sales 94

Sales Hacker

JUNE 11, 2019

Transactional selling: Helping customers buy the solution they picked themselves, often through online research. You may help them write the RFP/RFQ. In particular, you cannot trust an RFP/RFQ which is designed to flush out lowest price/minimal spec. Inbound Selling. These customers often are in a hurry and ready to buy.

Sales Methodology 78

Sales Methodology Inbound Lead Rank Consultative Selling 78

Sales Training Connection

DECEMBER 3, 2012

For example, in this case a new, small sales training company is not going to win by deploying strategies related to leveraging brand image. If it is an RFP, a small company will almost always lose to their larger competitor – so think twice about playing. David’s tale is a good one to recall when going up against market giants.

Training 104

Training Hiring Licensing Industry 104

Trinity Perspectives

MARCH 13, 2017

Neglected because in a formal sales training program, it’s easier for trainers to focus on more tangible IQ-related skills and behaviours, than the softer, more esoteric character traits. But too often we neglect the most fundamental aspect of relating to another human. My own sales enablement activities tend to be a little different.

B2B 62

B2B Decision Maker Infusion Vendor 62

Sales Hacker

FEBRUARY 3, 2020

RELATED: Increase Team Accountability With These 4 Simple Hacks. I can do a better job on the proposal, I can do a little bit more research, I can spend more time building relationships. When I did the biggest deal I’d ever done, I was filling out RFP stuff in the hospital as I was waiting for my daughter to be born.

How To 80

How To SalesForce Scale Microsoft 80

Sales Hacker

MAY 26, 2020

Or if it’s a competitive renewal with an RFP, bring sales back in.” So if we used to send out email templates to e-commerce as a vertical and we’d hit go on a thousand, you now need to heavily research one category below e-commerce. RELATED: The Only Sales Prospecting Email Template You’ll EVER Need (SP30).

Research 96

Research Hiring Ideal Customer Profile Prospecting 96

Sales Hacker

NOVEMBER 17, 2020

When you get an RFP, do you waste hours searching through email chains, Slack threads, and old documents to find the answers? Loopio’s response software automatically fills in your RFPs based on answers from past proposals. Just go to Loopio.com/saleshacker to test their automation on your new RFP. Let’s go.”

Company 102

Company Scale Hiring Revenue 102

Sales Hacker

APRIL 10, 2023

Related: Sales Managers: The Reason Reps Don’t Follow Your Sales Process is You So you own your sales process: How do you fix these issues? Managing an RFP. Are there any personality clashes to be addressed? Do we need to make tactical changes to the team players and roles? Curating the final discovery documentation.

Sales Process 91

Sales Process Vendor Ideal Customer Profile Buyer 91

PandaDoc

JANUARY 17, 2023

It’s a process that is individual for each bid, amassed before the prospect sends you a request for proposal (also referred to as RFP) and gives you a better chance of winning the deal. Capture planning is the perfect framework for researching opportunities and writing better proposals. What are the benefits of capture planning?

Closing 52

Closing Proposal Negotiation Analysis 52

SBI Growth

FEBRUARY 16, 2014

It answered all their RFP questions perfectly and demonstrated the right knowledge. To confirm, Robert decided to ask his team to research the quality of the content with customers. The conclusion of the research was that the content was not the right content. They liked many of the RFP responses.

Outsourcing Services 224

Outsourcing Services Top of Funnel Marketing Face-to-face 224

InsightSquared

MAY 22, 2019

In one of my deals, I had 17 people dedicated to winning the RFP for 6 months! Understanding the impact of these externalities requires the account team to study investor communications and to be tuned into industry journals and related media to get ahead of what may be changing executive priorities. Factors affecting decisions.

Enterprise 94

Enterprise Enterprise Engineering Hiring 94

Tony Hughes

MARCH 7, 2018

I wanted to share some of my unique thoughts about this concept as it relates to the natural world and how I see the ramifications of decay rates and how they're impacting enterprise deals and influencing sales cycle stagnation, or acceleration. These are simple diagrams pulled right out of isotope and atomic decay rate research.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Sales Hacker

AUGUST 16, 2019

With more buyers involved in decisions, less desire to talk to salespeople, and more anonymous research, it is wreaking havoc on our existing systems built for leads (one person) and known activity. . RELATED: Why Revenue Ops Is Broken Everywhere (And What to Do About It). And it’s getting worse. . 12 percent!! Bottom Line.

Top of Funnel 70

Top of Funnel Intent Signal Marketing Account Based Marketing 70

Partners in Excellence

OCTOBER 19, 2011

We qualify our customer, start our discovery process with the same 20 questions–the same ones we ask every single customer, the same ones our competition is asking them, the same one’s they’ve already researched and answered in social media. Related posts: Stop Pitching, Start Listening To Your Customers.

Customer 91

Customer Trade Show Social Media Influencer 91

Anthony Iannarino

SEPTEMBER 9, 2019

And I think too what you bring up is very interesting in the fact that there are things like trends you can find from Google when you can do your research, but we’re also filled with incredible insights that our clients would really find valuable that we don’t even recognize. This is a great example of where an RFP goes wrong.

Lead Rank 72

Lead Rank Lead Scoring Trends Call-back 72

Sales Hacker Training

NOVEMBER 21, 2022

Related: Top 50 Lead Generation Tools in 2023, Ranked & Rated There Are Plenty Of Fish (I Mean Sales Tools) In The Sea There’s a vast ocean of sales tools in the market. We took the time to narrow down the options (all 150+) so you can spend less time researching and more time selling.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Tony Hughes

MARCH 13, 2018

This is pre-Challenger, before they've gone into RFP mode, before they've hit up the first page of Google to run the reverse auction on you and your closest 5 competitors. These are not spam template blasts, these are researched touches with the understanding that the ones that get responded to, now open up additional credits.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Zoominfo

OCTOBER 20, 2021

You can find this information yourself by setting up Google Alerts for your company along with hiring-related keywords. Now we can point you in the direction of organizations that have a significant spike in consuming content related to your topic of choice, so you can be first in the door.”

Strategy 100

Strategy Hiring Intent Data Decision Maker 100

DiscoverOrg Sales

SEPTEMBER 13, 2018

You can find this information in DiscoverOrg’s insider Scoops feature; you can also find a lot of relevant scoops yourself by setting up Google Alerts for your company along with hiring-related keywords. Request for Proposal (RFP). How staffing firms can build customer relationships faster. Leadership changes. Open positions.

Intent Data 162

Intent Data Strategy Hiring Marketo 162

DiscoverOrg Sales

SEPTEMBER 13, 2018

You can find this information in DiscoverOrg’s insider Scoops feature; you can also find a lot of relevant scoops yourself by setting up Google Alerts for your company along with hiring-related keywords. Request for Proposal (RFP). How staffing firms can build customer relationships faster. Leadership changes. Open positions.

Intent Data 120

Intent Data Strategy Hiring Marketo 120