The Pipeline

MAY 13, 2020

But expand their thinking by challenging their assumptions and you’ll shape their thinking and RFP. This is why you’ll need to leave your product in the car. If they smell product, you are out. Fail to do that, and you will experience seller’s remorse as companies take bold steps forward. Back To Buyer’s Remorse.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

The Pipeline

JANUARY 14, 2020

Think of it through the filter of an RFP. All smart salespeople want to have a hand in “helping” their clients write the RFP document. The opportunity in Awareness and Consideration is to shape their thinking, so when they get to Decision mode, you have all but locked things up.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

The Pipeline

FEBRUARY 1, 2013

Enterprise software sales usually involves a multi-stage process in itself, with several phases including RFP, demonstrations, references, review meetings, which together can take months. It can be a long process, but none tend to be as long a process as software sales.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Pipeline

MARCH 16, 2012

Need your advice and input here: Had an interesting discussion with an executive yesterday, he was lamenting the trend towards more and more tenders and RFP’s.

Vendor 226

Vendor Trends Benefit Relationals 226