Hubspot Sales

NOVEMBER 22, 2019

Generally speaking, the sales order process looks something like this: A customer sends a request for quote (RFQ) from a vendor. After receiving the RFQ, the vendor sends back a quote. Any other relevant information as needed. Sales Order Process. The customer considers the quote reasonable and sends back a purchase order.

Vendor 60

Vendor Buyer Retail Commission 60

Hubspot Sales

JANUARY 19, 2018

Does the purchase require an RFI (request for information), an RFQ (request for quotation), or any other documentation you’ll be responsible for coordinating? Go straight to your blockers with the plan to air out all their objections. 4) Define the purchasing process by asking questions like the ones below. Does Legal need to get involved?

Closing 131

Closing Tools Sales Cycle ACT 131

Hubspot Sales

NOVEMBER 5, 2019

A reverse auction must start with either a request for proposal (RFP) or request for quotation (RFQ). Let’s walk through the common process reverse auctions follow. Buyer publishes a request for proposal or request for quotation. Sellers submit bids based on buyer qualifications.

Government 70

Government Proposal Competition How To 70

Partners in Excellence

NOVEMBER 27, 2017

There is a certain structure/process to the RFP/RFQ process. I suppose it’s easy to want to believe customers have buying processes. Certainly, procurement has processes they follow in their buying activities. Things we buy every day have a certain routine-ness to them, to the point they become transactional, which may be a process.

Customer 53

Customer B2B Groups Engineering 53

Sales Hacker

JUNE 11, 2019

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. You help them understand the real problem, and teach them how to look for the right solution. Your experience guides the client to be specific about requirements for features and functionality.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Cincom Smart Selling

APRIL 3, 2017

No more emergency RFQ responses that ruin weekends and holiday breaks. The configure-price-quote system will pull all of the necessary information from those systems to build the elements that make up a quotation and proposal.

Proposal 48

Proposal Vendor Discount Collateral 48

Cincom Smart Selling

MARCH 30, 2016

Are your written RFQ responses earning new sales? One pricing guru I knew would ask, if you halved the price, would you sell twice as much? If you doubled it, would you lose half your sales? Can you answer these questions? How effectively is the message being promulgated? Talk to your reps about lost opportunities. What was the issue?

Marketing 72

Marketing Demographics Collateral Discount 72

Sales Hacker

APRIL 10, 2018

Enterprise vs SMB : The enterprise market may use lengthy RFP/RFQ purchasing procedures based on spending thresholds and are often focused on the service offered. In Mid-Market, the value of a specific product is obscured by many other products and often you find yourself selling to only a small group or department at best.

Strategy 72

Strategy Lead Rank Marketing Segment 72

Janek Performance Group

APRIL 21, 2023

The rep received an RFQ from a large multinational organization for a construction project in the United Arab Emirates. Additionally, because the project was so large, it would take days of sourcing inventory and data entry just to prepare the RFQ (request for quote). The rep deduced that timing would be the priority over price.

Construction 62

Construction Discount Distribution Sales Management 62

Janek Performance Group

APRIL 21, 2023

The rep received an RFQ from a large multinational organization for a construction project in the United Arab Emirates. Additionally, because the project was so large, it would take days of sourcing inventory and data entry just to prepare the RFQ (request for quote). The rep deduced that timing would be the priority over price.

Construction 62

Construction Discount Distribution Sales 62

SBI Growth

OCTOBER 22, 2018

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

Sales Process 274

Sales Process Sales Operations Sales Customer 274

Tony Hughes

MARCH 19, 2018

You need to wire a bias for yourself into their requirements so that the document that eventually comes to market, in the form of tender or RFP/RFQ, favors you 'between the lines'. Consensus building is possible but remains a slippery slope when you're late to the party with all your competitors in the deal.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70

The Ultimate Sales Executive Resource

SEPTEMBER 12, 2006

buying trough an RFI/RFQ process versus buying on a spot type market) you might have more than one process. In my experience this also helps with the next question: Does a sales organization have to have one single sales process to be followed by everybody in the organization? You might guess the answer by now.

Top of Funnel 40

Top of Funnel Forecasting Buying Cycle Funnel 40

Mindtickle

APRIL 7, 2022

We knew it was competitive and we were going to go to an RFQ, so we tried to get ahead of where we were strong and where we may be weaker or at least what our competitor was going to be meeting on, what did our license model look like and what would the cost look like.

Enterprise 52

Enterprise Enterprise Lead Rank Up-Sell 52

PandaDoc

SEPTEMBER 2, 2020

What to check out: RFQ 101: What Is a Request for Quotation Process? Information from these reviews is then aggregated into scores to rank on The Grid which then categorizes a software into four categories: Leaders, High Performers, Contenders, and Niche. Search Engine Land.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98