When a blind Request for Proposal arrives, salespeople are faced with a challenge. In this episode of the Sales Management Minute, learn how to best handle blind RFPs.
You arrived at work today to find a Request for Proposal (RFP) in your inbox. And, it is a big one! You’ve heard your sales manager tell you that these RFPs are pipedreams, but there is still a lure to participate in the process. Do you trash it and go about your day? Do you go after it full throttle?
Many salespeople look at these situations as if they have two choices, but there is a third that is often not considered. A blind RFP is not an opportunity ready for pursuit, but it’s also not necessarily garbage. What is it? It’s a lead…nothing more, nothing less. Sales 101 tells us the first thing we do with a lead is qualify it. And, that’s exactly what should happen when a blind RFP arrives. Pick up the phone and call the individual who sent it and set out on a quest to find out…
• How your company got on their radar screen for consideration
• Why the company is evaluating providers…now
• If they definitely decided to make a provider change
Just to name a few… In essence, find out everything that will help your team determine if this is worth pursuing. 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.