Winning Sales RFP’s
-
Sales Effectiveness – How to Win Every RFP That You Respond To
- June 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them. This is crazy! Do you respond to every email you receive? Every call you get? After all, it’s a request, not a demand. So why the frenzy over responding and replying so quickly? You won’t believe some of the reasons!
-
Sales – It’s More Like Miss Universe Than the Olympics
- December 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sometimes I get the feeling that salespeople think that they are in the Olympics, where coming in second is OK. I hear things like, “At least we made the short list”, or “That will make them think about us next time”, or “If anything goes wrong they’ll call us first”, or, “Well now they know who we are”. But it’s not OK. Selling is more like Miss Universe. If you don’t win, you’ve lost!
