Stop wasting your time on RFP & RFQ

Are you or your sales team investing a significant amount of time and effort responding to RFPs and RFQs, but not achieving the win rate you feel you deserve?

Some time ago, I was coaching a sales director and was reminded of a pressing issue that many sales teams face in today's highly competitive business world:

Many sales teams often spend a huge amount of effort, time and resources in the preparation and submission of business proposals.

Yet they often struggle to convert these opportunities into a sale. Why?

👉 Difficulty in differentiating themselves from the competition.

They are merely viewed as an "alternative vendor".

How often have you received an invitation to quote by a customer, only to realise later that they have "already" chosen someone else?

So how can you turn this around?

You need to position yourself as a value adding partner to your customer; you are not just there to compete based on price.

Besides, NEVER send your quote or proposal over to your prospect until you have got a chance to meet and engage the stakeholders, pitching your value.

Remember that sales ISN'T just a numbers game; it's a great prospecting game!