Podcast episode
Why Most Sales Teams Approach RFPs Wrong (Stop Wasting Time!) | Konnor Martin
30 Minutes to President's Club2 Jul 202636 min
Description
Stop surrendering your team's time and resources to blind RFPs that are already rigged for your competitors. In this episode, Konnor Martin breaks down his exact playbook, including: 🎯 Hijacking the clarification period to ask deep discovery questions instead of just defining basic requirements. 🛡️ Supplementing boring text spreadsheets with videos and hyperlinks to sell your differentiated value narrative. ⚔️ Calling the buyer's bluff by issuing a "no-bid" on heavily biased RFPs to force a real live conversation and regain leverage. - - You're one step closer to President's Club! 🏃 3 Proposal Accelerators to close deals faster 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today
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Every place a page here uses this source, in the order the words come in it.
So if you want to get great at RFPs, this is one to listen to, an F3, a 2, a 1 RFP. Let's go. First actionable takeaway I would classify broadly as qualify. We're going to qualify the RFP like you qualify your deals. “And I think most of us would think that normally run the qualification rigor against our RFP the way we would with an opportunity before we put it into pipeline.” But what we can do now that we wouldn't have been able to do in the past is we can actually do this using AI and not just asking, hey, is this deal qualified? But doing things like what's our competitive positioning on this deal? Put it into your LLM, prompt it with what's our potential incumbent bias?
But doing things like what's our competitive positioning on this deal? Put it into your LLM, prompt it with what's our potential incumbent bias? What words are being used in the document that points to competition? “Is there missing information that I need to understand and expose?” What is the likely evaluation criteria from the writer's or the company's perspective? And you could draft up a nice big prompt to capture all this in AI and save hours in the way you wouldn't be able to qualify in the past. Great. What's number two? Number two is really related around discovery.
that stuff into your content. But you've got to take the ownership to do that first before you get the other people involved. You can spend, I'll say, AI minutes versus people hours. So save your people hours and spend AI minutes. “And one of the ways you can do that is own it, find the evaluation criteria that AI can” find, find the landmine differentiators, the competition differentiators before you then do it and start drafting. How do you price the win? I think this is always the thing, you have to put in a price. In a lot of RFPs, they decide mostly on price as long as you meet the basic requirements.
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