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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Do we know how they're evaluating? Do we know who is involved? And do we have a realistic path to win? Basically, what you're trying to understand is like, do we have influence over this RFP? Do we have an actual advantage? Not just, yeah, we can do it, but we are clearly better than the competition. And then also, can we tell a winning business story? “Like, can we make a business case, not just check a bunch of capability boxes?” And so what you were sharing with me is like, if you can't say yes to two out of three of those things at the end, it's not worth your time to go. I actually don't want to spend too much time on that. The more interesting thing to me that you put on that doc is you said you need to win a procurement champion, not just a business
I'm not just going to say, hey, answer these questions. I'm going to start teeing up how should this be written so that my competitive advantages come through. What landmines can AI expose for you? Maybe it's looking at your internal resources. Maybe you have it connected into your internal systems. “What landmines can AI expose for you that your writing needs to address?” So usually you would have to go out to your subject matter experts to start incorporating 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.