On average, a request for proposal (RFP) arrives after about 60% of the sales cycle has already taken place. The winning proposal will include customization that addresses all sales and presales discovery, research, and insight gathered up to that point. The boilerplate response that ignores the first 60% of the sales cycle is unlikely to move the needle and could cost you the deal.
The most efficient way to customize proposals based on intel from sales is to make sure your RFP process and sales cycle are in lockstep. In this webinar, Kelly Barnard, Response Management Strategist at RFPIO, discusses these 3 keys to aligning RFP process and sales cycle:
- Interview cross-section of sales roles.
- Open up the “black box” of RFPs by enabling real-time collaboration between proposal builders, sales stakeholders, and SME contributors.
- Identify quick wins to gain confidence from sales.
You’ll walk away with:
- A checklist of who to talk to, what you need to ask them, and how to convince them that alignment is a priority (i.e., win more deals, reduce RFP turnaround time, and build trust with the sales team).
- Expert insight into what to look for, how to interpret it, and how to find quick, easy fixes that will win over your sales team.
- Tips on how to use RFP software like RFPIO to develop your RFP process and mold it to intersect with vital touchpoints in the sales lifecycle.
On-demand webinar library
Check out our past webinars to learn time-tested strategies for responding to RFPs, managing company knowledge, and crafting deal-winning proposals.
An RFP is only one milestone in the overall sales cycle. But it is a big one. The best way to make sure an RFP response hits the mark is to have your RFP process aligned to your sales cycle. Get tips on how to do it and discover other benefits that will result (e.g., stronger responses to all
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