Sales Humor’s Post

Did you enjoy our webinar on the power of pre-RFP selling? Watch the video now - and follow Xait for more thought-provoking ideas and efficiencies!

Still Waiting for the RFP or Tender??? If you're a potential vendor and you want to be considered, you need to reach out now. Share your insights, ask questions, and build a relationship. By the time the RFP or Tender drops, it might be tool late. 🤔 How do you do that? Join us for our latest webinar: "How Salespeople Can Win More RFPs and Tenders ... and How Proposal Teams Can Help" on November 13th at 11AM EST. ➡️ Join Cheryl Smith, Xait's senior proposal specialist, and David Seibert, sales and proposal pro, and author of "The Sales Manager's Guide to RFPs" and "Proposal Best Practices," for actionable strategies and tips you can use to secure a competitive edge! Secure your spot! https://hubs.la/Q02XP0330

🔎 Fact: Businesses that thoroughly understand their ideal customer profile and rigorously meet all bid requirements are significantly more likely to win contracts. Taking the time to review past bids, register for notifications, and ensure compliance with all criteria can make all the difference. Don’t just bid - bid to win. #BusinessSuccess #WinningBids #CustomerProfile #BiddingStrategy

Sales teams, what do you do when you get that "Nightmare RFP" ? We asked Pradeep Nayar, Global Bid Manager @ WalkMe™ how his team avoids this scenario. Here's his advice: - Spend more time with your rep to really understand the context. - Focus on quality of the response package. - Automate as much as you can. Got any advice to avoid a painful RFP? Drop it in the comments ↓↓

The likelihood of your deal closing increases every time it gets revised. That's the latest data in our state of proposals. Why do revisions matter? It could be that it signals more engagement? It could also tie into reciprocity (if you do something for me I'm more likely to want to reciprocate). Either way, your ability to close deals is impacted by how you engage with buyers at the proposal stage. Don't leave it to chance - there's still so many vendors who email a proposal and then wonder why prospects don't get back to them - present it in person or have a meeting booked in the calendar to walk them through it after they've seen it.

Working on a last minute RFP? Automate it with 1up. The world's best sales teams trust 1up to answer sales questions, RFPs, and security questionnaires 10x faster. Feeling the pain of a long sales questionnaire? Try 1up for free now: https://hubs.ly/Q02v8HJv0

So spot on. Open & honest communication with your prospect is paramount. There should be no surprises from either side at the end of any quarter.

𝟲𝟳% 𝗼𝗳 𝗯𝗶𝗱𝘀 𝗹𝗼𝘀𝗲 𝗼𝗻 𝗽𝗿𝗶𝗰𝗲. But is this actually down to rates and margin? Or is it down to individual variance in work estimating & scheduling (WBS)? If you're selling services you need to get as close to a calculator / building block approach as possible 𝗳𝗼𝗿 𝘄𝗼𝗿𝗸 𝗲𝘀𝘁𝗶𝗺𝗮𝘁𝗶𝗻𝗴 not just pricing. If everyone on your presales team is putting a wet finger in the air and using their own guessodology, that's a problem. You need a single, consistent methodology. THEN you can rule out individual variance in work estimating as the problem. It's also then much simpler to fine-tune effort and pricing. If your IT services company doesn't have that methodology, you're leaving a lot of revenue on the table while incurring high presales costs. Join my event "How to squeeze more juice from your RFx responses" on October 30th to hear and discuss how an RFx methodology helps drive bid wins up and costs down. >> 𝗘𝘃𝗲𝗻𝘁 𝗹𝗶𝗻𝗸 𝗶𝘀 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀 << Another eye-watering stat tomorrow and every day this week! Source: Loopio RFP Response Trends & Benchmarks Report 2024

Dear industry, being a KO is HARD, have some empathy, and remember that answering RFIS with useful information (not sales pitches) makes for a better RFP...to which you'll have to respond. Dear government, industry spends A LOT of time on these, almost like mini proposals, so please only ask questions to which you really want/need answers. For what it's worth, UseRogue.com has an RFI tool that makes them really easy...

Uncover the secrets to a successful bidding process! Research thoroughly, understand requirements, build relationships, and focus on your value proposition. #BiddingTips #SuccessTips #HCPreciseLogistics #ConsultingSolutions #GovContracting #BusinessConsulting #VeteranOwnedBusiness