Sales and Marketing Management

JANUARY 29, 2021

Businesses across the country are taking pivotal actions to prioritize their digital selling efforts, especially now that trade shows and conventions are off the table for the foreseeable future. And to create successful RFP responses, teams must be able to present themselves in the best light.

Face-to-face 177

Face-to-face Proposal Trade Show Pivotal 177

SBI Growth

SEPTEMBER 21, 2012

Are you seeing more projects go to RFP? The trend in business is that more companies are going to RFP, and this won’t be changing anytime soon. Probably not your first response, but read on to see why you may want to rethink that response…and rework your RFP strategy. What is an RFP – Really? Your New RFP Strategy.

Strategy 282

Strategy Vendor How To Proposal 282

PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. It is a complicated business routine that is vital to companies progressing, expanding, and forging partnerships where both sides win. To fill that need, RFP automation software exists. Sign 1: It takes too long to complete each RFP.

Proposal 139

Proposal Software Software System 139

No More Cold Calling

JUNE 25, 2020

I bet they are, and in doing so, they’re clogging up your pipeline with cold leads and ignoring your best source of new business—current customers. New business is harder and harder to come by. During these pandemic times, there are fewer opportunities and more competition going after the same exact business.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Sales and Marketing Management

MARCH 27, 2017

Author: Lewis Miller, CEO and President, Qvidian When we survey RFP and proposal teams, nearly half report meeting response timeframes as their greatest challenge. A Qvidian survey found that more than half of our respondents collaborated with anywhere from 6 to 100 SMEs on a single RFP. They describe a mad dash to deadlines.

Proposal 120

Proposal Margin Survey Incentives 120

Allego

JANUARY 6, 2022

To select a platform, all you need to do is send out a few RFPs, evaluate the options, and simply choose the best sales enablement solution, right? It’s easy to make a mistake in the RFP process and end up with a solution that doesn’t fit your organization’s needs. Top 12 RFP Mistakes to Avoid. Not so fast.

Sales Enablement 62

Sales Enablement Vendor Scale Comparison 62

Partners in Excellence

JANUARY 25, 2022

But a large part of our business is RFP’s. We’re constrained by the structure of the process of the RFP’s, how do we help customers with that.?” Many of those organizations are mandated to manage purchases through a RFP process. ” As a result the focus is on pitching products.

Government 70

Government Buying Cycle Construction Up-Sell 70

Partners in Excellence

OCTOBER 5, 2022

Normally, I do everything I can to ignore these, but in talking to clients, I realize how misunderstood these are, and how poorly we leverage the RFP process. We never respond to a RFP that we haven’t written! While that sounds arrogant, it illustrates the key point we miss about RFPs and managing them.

Construction 52

Construction Influencer Buyer Conference 52

Sales Hacker

FEBRUARY 25, 2021

Requests for proposals (RFPs) generate a whopping average of 35% of annual sales revenue , according to Loopio’s 2021 RFP Response Benchmarks and Trends Report. The new research, which surveyed 650+ teams, found that despite economic uncertainty over the past year, RFPs are expected to be an integral part of sales growth in 2021.

Opportunity 64

Opportunity Proposal Comparison Software 64

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable? Is Your Sales Process Backwards, Upside Down or Stupid?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Sales Hacker

SEPTEMBER 14, 2020

The key is to identify which RFPs give you the greatest probability of being chosen, and respond only to those. It seems simple, but let’s start with the foundational: what an RFP is, how to separate the good opportunities from the bad, and then how to begin responding to an RFP. What Is an RFP? When to Politely Decline.

Proposal 92

Proposal Government Vendor Hiring 92

No More Cold Calling

JUNE 29, 2023

Everyone agrees that referrals are the best source of new business. I bet they are, and in doing so, they’re clogging up your pipeline with cold leads and ignoring their best source of new business—your current customers. New business is harder and harder to come by. New business is harder and harder to come by.

Referrals 177

Referrals Channels Cold Calling Scale 177

Hubspot Sales

JANUARY 8, 2020

When other team members ask sales to contribute to RFP responses , 10% of salespeople see this request as an ongoing challenge because they don’t think sales proposals are a priority. RFP Automation Gives 63% of Reps More Time to Pursue Opportunities. RFP Automation Gives 63% of Reps More Time to Pursue Opportunities.

Data 72

Data Proposal Survey Software 72

Crunchbase

MAY 9, 2023

trillion contracting with private businesses, and the U.S. I previously served on the innovation team for the San Francisco Mayor’s Office, and today I’m the founder of Pavilion , a startup marketplace connecting public buyers and businesses. Just like any sales or business development challenge, start with research.

Government 59

Government How To Competition Scale 59

Partners in Excellence

FEBRUARY 21, 2019

I probed them on this, their response was, “It’s so easy, these are people who already want to buy, they’ve put together their requirements, all we have to do is just respond to the RFPs! ” I asked, “What’s your win rate, what’s the quality of the deal (i.e. are you winning through pricing)?”

Education 81

Education Buying Cycle Policies Lead Rank 81

SBI Growth

OCTOBER 9, 2013

Your team is responding to RFPs that they have little chance of winning. In this post we will discuss how to avoid the RFP plague. Winning more deals at higher margins requires getting in early. We are offering free expert advice on how to avoid the RFP plague. Customers want to level the playing field.

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Targets Demand Generation Margin 297

The Pipeline

JANUARY 14, 2020

While there is nothing wrong with grabbing “lower hanging fruit,” it should not be at the cost of long-term business and relationship. 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. One of those is thinking. Leave The Product In The Car.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales and Marketing Management

SEPTEMBER 19, 2018

Author: Jeffrey Weil Thanks to the surge of high-profile and costly cyberattacks in the last year, coupled with the General Data Protection Regulation (GDPR), businesses everywhere have been making security and compliance their No. 1 priority. The Risks Posed by the Proposal Process. The Burden of Security Questionnaires.

Proposal 251

Proposal Ideal Customer Profile Vendor Face-to-face 251

Sales Hacker

JULY 12, 2021

Ultimately, it tends to be the catalyst businesses need to invest in dedicated revenue operations roles. As a result, the business views the RevOps function as a “fixer”. For years, the work of many revenue operations (RevOps) teams have largely been determined by immediate customer needs.

Revenue 83

Revenue Lead Rank Lead Scoring Face-to-face 83

Zoominfo

MAY 7, 2021

Between an 11-month sales cycle, a $0 deal, and a request for proposal (RFP) with 67 people on one call, Lyon’s greatest challenge — despite hurdle after hurdle — was keeping the faith. Fast forward seven years later, and Lyon has just closed the biggest deal in ZoomInfo history: an eight figure deal. Read on to find out how he did just that.

Closing 100

Closing Commission Licensing SalesForce 100

Hubspot Sales

MARCH 22, 2018

How to Craft an RFP Response. Identify whether you already have a relationship with the RFP issuer, consider if you have an RFP “Swat Team” ready to go, and don’t let excitement fool you into thinking the deal is yours. Many salespeople become giddy when they see an RFP (Request for Proposal) that falls within their sales area.

Sales Qualified Lead 84

Sales Qualified Lead Proposal Vendor Decision Maker 84

Braveheart Sales

JUNE 29, 2021

RFPs function as an entry point into an organization through the procurement department and frequently offer no ability to interact with the operational stakeholders who might delight in a selling company’s value proposition. RFPs and other bidding environments are buying tactics often specifically designed to separate value from price.

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Vendor 52

Pipeliner

JANUARY 12, 2020

Now is a good time to ponder some big themes that will affect your, and your business results in this new year. Customers are changing; their business is changing around them, and the way they buy is changing. Are You Responding to Customer RFPs or Shaping Them? If you’re in sales, this might mean your personal reputation.

Discount 92

Discount Top of Funnel Hiring ROI 92

Sales and Marketing Management

FEBRUARY 19, 2018

Do you think you can hunt for new business and win without stepping on any toes? They will RFP and reverse auction to squeeze you every time. Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Yes, I'm human. Don't cave.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Sales and Marketing Management

JANUARY 1, 2018

We see a sales rep do something that is not up to our expectations and standards, but we’re usually too busy to deal with it. We see a sales rep do something that is not up to our expectations and standards, but we’re usually too busy to deal with it. What does that mean? Sometimes it may make sense to tell the customer they’re wrong.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Anthony Iannarino

AUGUST 28, 2020

There is no reason to spend time with people and companies who cannot benefit from what you sell. When you target individual companies, you eliminate the kind of companies that do not need what you sell or can in no way benefit from your general value proposition. They might acquire the budget or find the money they need to invest in better results.

Prospecting 111

Prospecting Decision Maker eBook Benefit 111

PandaDoc

JANUARY 17, 2023

Capture planning is a strategy that some businesses use to find and seize new sales opportunities. consultancy) or very niche and expensive products, winning or losing a deal might be the difference between meeting their sales targets for the quarter. For companies that offer high-end services (i.e. What is capture planning?

Closing 52

Closing Proposal Negotiation Analysis 52

Pipeliner

JANUARY 7, 2021

If you’re already in business together, you’ve done the work to learn the ins and outs of their business, their management priorities, their strategies, etc. If you want to sell like you’re already in business together , you do your research so that you can be that trusted advisor who has insider knowledge and outsider ideas.

Proposal 98

Proposal ACT Sales Methodology Loyalty 98

No More Cold Calling

DECEMBER 8, 2016

But account-based sellers are selling complex solutions that require an in-depth understanding of the prospect company—who all buyers are, how decisions are made, what their real business challenges are, what other solutions and vendors they’re considering. Tired technology just can’t compete now. people, according to CEB. I’m stymied.

Referrals 120

Referrals Account Decision Maker Cold Calling 120

DiscoverOrg Sales

FEBRUARY 7, 2018

Virtually every business collects and buys data to assist salespersons and marketers do their job more effectively. But once again, without Fit and Intent, that RFP will never turn into a winning proposal. But sometimes it’s too much data. How can we make sense of it all and zero in on the data that actually matters?

Intent 145

Intent Data Opportunity Intent Data 145

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Guest Post – Michael Ashford. Long Sales Cycles. Uneducated Buyers.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Score More Sales

FEBRUARY 25, 2014

Here are two examples from business: When asked by an interviewer why he should be hired to sell a professional service, this applicant replied, “I‘m just like Rocky Balboa. Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Look at the words you use.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Hubspot Sales

AUGUST 21, 2020

Increased Business Value. Building these relationships will increase customer loyalty and keep them coming back for more business. To master the art of selling, you must understand its various forms. What is outcome selling? We should also clarify what an outcome is. Let’s take gym memberships for example. Benefits of Outcome Selling.

Proposal 130

Proposal Loyalty Demographics Face-to-face 130

Partners in Excellence

JUNE 8, 2015

They had gotten to the point of writing an RFP, providing it to all interested parties to respond. I opened the RFP document, paged through the boiler plate around the bidding, response process, the usual verbiage about “fair, impartial,” down to the description of the solution requirements.

Buying Cycle 48

Buying Cycle Intent Relationals Data 48

HeavyHitter Sales

JANUARY 5, 2019

   How do I conduct client quarterly or annual business reviews?     How do I find out if am winning or losing?     How do I know if I will win or lose the deal?       How do I meet with and win over C-level executives?   

Penetration 113

Penetration Sales Cycle Negotiation Decision Maker 113

Bernadette McClelland

FEBRUARY 26, 2014

I was fortunate enough to spend last Friday night with Ita Buttrose and a room of professional women (this is my daughter Danielle with Ita) and we listened to this iconic business woman, role model and pioneer in the print industry share her thoughts on sales, marketing and leadership. Hard work gets us to where we want to go.

Banking 225

Banking Call-back Influencer Energy 225

Pipeliner

JANUARY 28, 2021

High scoring for customer outcomes (either business or personal) that your differentiation helps them achieve. Deal Winning Value Identified & Validated by Buying Cycle Stage. Deal winning value (DWV) occurs when a customer validates value of your offer greater than its costs. So, do your KPIs reflect value’s importance?

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98