Is a blind RFP an opportunity or a lead? Listen to this show and find out.
Today’s topic is the dreaded blind RFP. Q4 and Q1 are the times when these most frequently show up on our sales team’s desks. They come running in and tell us how great these opportunities are and that we should use all of our company’s resources in pursuit of them. This approach causes our sales teams to chase pipe dreams…mirages.
The real issue is that they see these as opportunities. Blind RFPs are not opportunities. They are leads.
What’s the first thing you need to do with a lead? Qualify it, right? Find out how your company got on the list, what’s driving the selection decision, and every other piece of information that will help your company develop a strategy to win the business.
Before your sales team chases these supposed opportunities, have them call the procurement agent who is facilitating the process and qualify the lead. Chase the opportunities and put the duds in the circular file.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.