Sales Humor’s Post

A telling sign of your team being at an early disadvantage in a competitive bidding process is if the first time that you are hearing about a RFP is when the notice lands in your inbox. Having worked in the Request for Proposal (RFP) response industry, I know firsthand that RFPs are often not worth responding to when your sales team does not have an existing relationship with the RFP issuer. These realities informed PubSec Data’s decision not to profile RFP release and procurement notices within our solution. We understand contributing throughout the RFP drafting process weighs heavily into many sales organizations internal bid/no-bid evaluations. This helps protect RFP responders’ time and keeps salespeople honest. Instead PubSec is focused on curating technographic data points along with contract term length and end dates to help our customers proactively engage their target accounts during the pre-RFP phase of the sales cycle. If you are looking to consistently influence the RFPs issued by your target government accounts, we should chat.

Ever had a deal slow down because of a compliance questionnaire? Or a really long RFP? Do what the best revenue teams do — automate your sales questionnaires with 1up and win deals faster. Try it free: https://hubs.ly/Q02v8HJv0

Why I Hate RFPs. Often, especially in companies with dedicated salespeople, the primary objective of every conversation is to close the deal. Many rely on a variety of pressure tactics — offers that won’t last, prices that are about to rise, capacity that will be gone if the deal is not signed soon, etc. #SalesPressure #ClosingDeals https://lnkd.in/eigyNufP

Between Dan Oblinger and Christopher Voss, FBI negotiators have a lot to share with the PreSales community! Spent some time last week discussing Never Split the Difference with Jim Holbel. Do you negotiate around Discovery, Batting Order and Demo Dates? You should. And this book will teach you how. There were 35+ techniques in this book that were relevant to PreSales professionals. Items such as... 🎙 Mirroring - the power of repeating the last 3 words... 🎙 Labeling - "it seems like", "it sounds like" and "it looks like"... 🎙 Using No Questions - the dangers of Yes... Grab a copy, you're going to find techniques that speak to you and can be incorporated very quickly! #4jg #presales #presalescollective #salesengineering https://lnkd.in/eEURkwwA

So relatable

🚨 New Trend Detection Episode alert: Creating a predictive maintenance RFP that covers all bases In this two part episode, we were joined by Pre-sales Engineer David Peterson to discuss: ⚙️ Key components in an RFP for predictive maintenance solutions ⚙️ Effective strategies for defining requirements and objectives ⚙️ Strategies to attract qualified vendors ⚙️ Common pitfalls to avoid 🎧 Listen to Part 1 here: ➡️ https://sie.ag/5p6hV3

You know what else is a grind? Filling out RFPs and sales questionnaires. That's why the best revenue teams use 1up  to automate hundreds of answers in minutes. Start your free trial here: https://hubs.ly/Q02v8HJv0

This is the problem in itself. Marketing and Sales should be the same department. Same goals. Same desires. Working together as a single team can help each side understand the other better and HELP ACHIEVE COMMON GOALS OF INCREASED REVENUE!!! #sales #marketing #unite

Not sure about effective discovery calls? Try this Discovery call framework: - Research and understand beforehand WHO they are, WHAT they do, and WHY they are meeting you - Have the prospect explain what they currently have in place, and where they want to be - Once you get here, push deeper on why it is, what the pain they’re experiencing - Attempt to disqualify out (why haven’t you gone with other vendors?) Now you understand they have a need for what you do: -Run them through your service - Answer any questions - secure next steps Nobody wants to sit through a 20-minute feature-dumping slideshow How do you make sure your discovery calls are effective?

🚨 New Trend Detection Episode alert: Creating a predictive maintenance RFP that covers all bases In this two part episode, we were joined by Pre-sales Engineer David Peterson to discuss: ⚙️ Key components in an RFP for predictive maintenance solutions ⚙️ Effective strategies for defining requirements and objectives ⚙️ Strategies to attract qualified vendors ⚙️ Common pitfalls to avoid 🎧 Listen to Part 1 here: ➡️ https://sie.ag/5p6hV3