The Sales Playbook for the RFP Process
Learn the winning plays from top sales and proposal leaders at Dropbox, Qualtrics, and more.
I like to ask the buyer to disconnect from reality for a moment and envision the future. I’ll ask them: Imagine it’s twelve months from today, and we have yet to move forward with the project. What’s the impact on your business?
Alex Mereeb, Sales Leader
Clearly communicate what is expected of your SMEs to support the response process. Pull out the major details that are relevant to them so that they don’t need to read through the entire RFP document.
Nicole Robinson, Sales Operations Manager
If you aren’t having relevant conversations around the business outcomes connected to the RFP and your differentiation in delivering those outcomes, there’s a good chance another competitor is.
Trevor Evans, Americas Sales Program Manager