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 93

Proposal Government Vendor Hiring 93

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 78

Government Buying Cycle Construction Up-Sell 78

Sales and Marketing Management

JULY 22, 2018

Data is no stranger to the RFP and proposal process. companies, 62 percent of respondents use data insights to track the time it took to create proposals and RFPs. Jeff Weil is general manager of Upland Qvidian , a provider of cloud-based RFP and proposal automation software.

Data 189

Data Proposal Case Study Survey 189

Allego

JANUARY 6, 2022

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. To save you time and headaches, here’s our list of RFP mistakes to avoid: Mistake 1: Send your RFP to a laundry list of vendors. Mistake 3: Omit a solution overview.

Sales Enablement 62

Sales Enablement Vendor Scale Comparison 62

The Center for Sales Strategy

MARCH 25, 2022

> 6 Ways to Transform RFPs from Obstacles to Opportunities in 2022 – Sales Hacker. Requests for proposals (RFPs) generate a whopping average of 35% of annual sales revenue, according to Loopio’s RFP Response Benchmarks and Trends Report.

Churn 118

Churn Opportunity Proposal Survey 118

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. It’s A RFP?!?

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. However, keeping up with RFPs can be a challenge at the best of times. Designate an RFP lead. Be selective about which RFPs are worth responding to.

Opportunity 65

Opportunity Proposal Comparison Software 65

Zoominfo

APRIL 21, 2020

If your foot in the door to a target client starts with an RFP/RFI , spend some serious time on the content of your answers. And you can make it show through your RFP/RFI responses. Once you have an answer you’re proud of and passionate about, you have to be able to communicate it and prove it. Messaging is important.

Vendor 221

Vendor Hiring Decision Maker Discount 221

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. Content Management. Reviewing content is much more systematic as well.

Data 79

Data Proposal Survey Software 79

Partners in Excellence

FEBRUARY 21, 2019

It seemed a big part of their “prospecting,” was trolling customers for RFPs and RFIs. 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!

Education 81

Education Buying Cycle Policies Lead Rank 81

Sales Hacker

JULY 12, 2021

Develop and deliver an insightful RFP template for customers. If there’s one thing that sales, marketing and customer success can agree on, it’s that RFPs kind of suck. Consequently, issuing a comprehensive RFP is an important part of the process. Creating your own RFP template benefits both you and your potential customer.

Revenue 85

Revenue Lead Rank Lead Scoring Face-to-face 85

Sales and Marketing Management

JUNE 4, 2020

Many RFP response teams are innovating. We spoke to several newly remote RFP response teams to get their perspective. These teams have broken their dependence on face-to-face interaction, and continued to craft winning RFP responses, without missing a step. Evaluate RFP opportunities based on past wins.

Face-to-face 156

Face-to-face Proposal Microsoft Report 156

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. We had one call where the RFP audience was a total of 67 people.” Read on to find out how he did just that. And they didn’t take it.” How did he do it?

Closing 100

Closing Commission Licensing SalesForce 100

Pipeliner

JANUARY 12, 2020

If you have RFPs as a regular part of your business, you should be tracking pre-RFP engagement. Major categories might look like: An RFP that we didn’t know about before receipt. An RFP that we knew about, but didn’t know what it contained. An RFP where we knew the contents before issuance but weren’t able to shape.

Discount 92

Discount Top of Funnel Hiring ROI 92

SBI Growth

SEPTEMBER 7, 2013

So recommend they limit their RFP responses to accomplish that goal. They think getting 24 responses to their RFP is great. Then the deal moves quicker through the pipeline. Coach the Buyer. The Buyer always wants their job to be easier. Their boss will not experience choice overload.

Strategy 297

Strategy Closing Proposal Decision Maker 297

Sales and Marketing Management

SEPTEMBER 19, 2018

With that in mind, it’s become increasingly important for sales and proposal teams to identify the most efficient ways to collaborate with their IT teams, who are typically tasked with providing responses to these questionnaires. The Secret to Managing These Concerns.

Proposal 251

Proposal Ideal Customer Profile Vendor Face-to-face 251

LeadFuze

NOVEMBER 30, 2021

You may be excited about the new RFP, but as soon as you start reading it and recognize that it sounds similar to other requests for proposals, your eyes glaze over. But when you skip reading and checking requirements in an RFP, they may think that their business is not worth your time. Make your responses short and to the point.

Proposal 52

Proposal Prospecting Hiring Vendor 52

Anthony Iannarino

AUGUST 28, 2020

Economic Buyer: One of the significant business changes is that managers have financial responsibility for their area. The responsibility has been pushed down to the person with direct control in many cases. Because decision-makers seek consensus, there may be multiple economic buyers.

Prospecting 111

Prospecting Decision Maker eBook Benefit 111

Zoominfo

APRIL 21, 2020

If your foot in the door to a target client starts with an RFP/RFI , spend some serious time on the content of your answers. And you can make it show through your RFP/RFI responses. Once you have an answer you’re proud of and passionate about, you have to be able to communicate it and prove it. Messaging is important.

Vendor 100

Vendor Hiring Decision Maker Discount 100

Hubspot Sales

DECEMBER 9, 2020

There are three main goals of this stage (typically the discovery call): Identify the causes: Which factors are responsible for the buyer’s pain? They give an example of a top business services salesperson who walked into an hour-long RFP presentation with several executives. How are they ranked in terms of importance and impact?

Solutions Selling 136

Solutions Selling Retail Face-to-face Sales Methodology 136

Infoteam Consulting

MAY 21, 2017

The chances of winning an RFP depends in no small part on how well the responsible Bid Manager turns it into a winning proposal. Every sales person needs to understand what Bid Managers do and how to get the best out of them.

Proposal 82

Proposal Sales How To 82

Hubspot Sales

APRIL 26, 2023

Without a satisfactory response, the deal won’t move forward. And even if you turn down an RFP, that doesn’t mean the opportunity is lost. "If Check out the template he uses that gets a 76% response rate!) It's the salesperson's responsibility to educate the buyer on their solution's value. Not necessarily.

Prospecting 114

Prospecting Decision Maker Lead Rank Lead Scoring 114

Pipeliner

OCTOBER 31, 2018

Even when time is short, the highest value activity to ensure a winning response is pre-proposal strategic planning. Sales organizations today are short on resources, yet bid responses are almost always a team effort. If you don’t believe me, try reading through the top three bid responses of a prior RFP.

Proposal 61

Proposal Comparison Resources Exact 61

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

Hubspot Sales

OCTOBER 9, 2018

In a solicited business proposal, the other organization asks for a proposal with an RFP (request for proposal). If they've sent you an RFP, make sure you read it carefully so you know exactly what they're looking for. It's a common misconception that business proposals and business plans are the same. Terms and conditions.

Proposal 143

Proposal Examples How To Exact 143

Pipeliner

NOVEMBER 26, 2020

My response was, ‘that’s an excellent question and deserves much thought. My response, ‘I need time to think about this,’ worked the first time, so I used it again. Given you will be reviewing an RFP supplied by multiple vendors, which specifics do you need to see and know that we will deliver? Again, I was taken aback.

Vendor 98

Vendor Quota Pipeline Follow-up 98

DiscoverOrg Sales

MARCH 17, 2016

If your foot in the door to a target client starts with an RFP/RFI, spend some serious time on the content of your answers. And you can make it show through your RFP/RFI responses. Once you have an answer you’re proud of and passionate about, you have to be able to communicate it and prove it. Messaging is important.

Vendor 120

Vendor Decision Maker Hiring Industry 120

Partners in Excellence

JUNE 30, 2022

By contrast, I never respond to an RFP that I didn’t write. Not getting responses to the prospecting outreaches. Figuring out how I can stand out from all the crap that fills their engagement channels Getting them to respond, “let’s talk.” ” What a rush! That’s tedious, boring, and low return.

Outsourcing Services 111

Outsourcing Services Face-to-face Quota Up-Sell 111

Cincom Smart Selling

JULY 14, 2016

Last-minute RFPs trigger activation of a team of people who are willing (some more so than others) to drop everything else (personal and professional) and get the response assembled and out the door. First of all, your RFP response folks should almost never be surprised like this by internal requests for help with RFPs.

Channels 69

Channels Proposal Collateral Licensing 69

The Sales Hunter

JUNE 8, 2012

My first response is “no.” With this comment we have to exclude the bids and the RFP process. Each week I get at least one person asking me if they should reduce their price as a way to increase sales. ” Under almost all situations, it does not make sense to reduce your price.

Discount 189

Discount Strategy Guarantee Motivation 189

Score More Sales

APRIL 29, 2013

Much hasn’t changed in all the years I’ve been in sales – we are humans innately looking for instant gratification, so nurturing leads with those who are more probable to buy from us (rather than those less probable to buy from us) takes time and is not as fun or sexy as jumping in late on an RFP or other exciting thing.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

InsightSquared

DECEMBER 28, 2017

Whether it’s a deal desk, RFP team or just technical support in most cases this falls under our team. If you’re like me and responsible for Salesforce and other systems functionality I’d highly recommend you block off the last two weeks or so of every quarter as a no-deploy zone. on New Year’s Eve.”. Don’t Change Anything.

System 79

System SalesForce Territories Sales Operations 79

SBI Growth

APRIL 3, 2013

After one of these responses, they may provide an anecdotal story or several examples. Is this client a referral or somebody who submitted an RFP? Some of our deals pushed into the next quarter. Our Sales People don’t have the talent/training to sell the product. Our product/price wasn’t competitive. We didn’t get enough leads.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

A Sales Guy

DECEMBER 10, 2011

In cases like this, which our research shows can be nearly 20 percent of all sales opportunities, the customer will assign a more junior member of their organization to field an RFP and meet with other possible vendors. After all, the customer called us!

Buyer 90

Buyer Vendor Decision Maker Face-to-face 90

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. However, I have one client that manages this process very well.

Maximizer 85

Maximizer Buying Cycle Solutions Selling Consultative Selling 85

Fill the Funnel

SEPTEMBER 24, 2012

In sales, consider the RFP. There are many sections of your response, and each section is written as a response unto itself. There are typically many collaborators in an RFP response of Proposal. Scrivener works on the concept that any document is a collection of smaller ideas.

Tools 110

Tools Top of Funnel Proposal Funnel 110

Openview

MAY 22, 2018

Loopio is an RFP response solution that enables companies to capture and leverage their sales knowledge to accelerate the RFP and Security Questionnaire response process. There are a lot of other things you can do to make your implementation of a Sales Knowledge Management system success but these are my top five.

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71