Last week I was training a room of senior salespeople on RFP strategy - it's an area where most salespeople are massively undertrained. When you respond to an RFP, the buyer is really trying to answer three questions, even if only one of them appears on the page. First: do you have the capabilities we need? That one’s obvious. The technology, the features, the functionality. Most sales teams get stuck here and never move beyond it. Second: do we believe you can actually deliv
Sometimes you hear a tactic so powerful that it completely changes the game. So simple an idiot could implement them, but incredibly powerful as well. God, I love these hacks! I’m just putting the finishing touches to some sales training I’m delivering next week and thought I’d share some nuggets from that training session. If you’re interested in learning all my secrets, I’ve just announced the next London training workshop for 8th January. Enjoy! 1. “What’s the name of the
