The Solution Selling Fieldbook by Keith M. Eades & James N. Touchstone & Timothy T. Sullivan
Author:Keith M. Eades & James N. Touchstone & Timothy T. Sullivan
Language: eng
Format: epub
Publisher: McGraw-Hill Education
Published: 2005-03-14T16:00:00+00:00
“Blind qualification” We’ve discussed the elements of a qualified opportunity. Blind qualification happens when salespeople talk themselves into believing that an opportunity is qualified while ignoring important qualification questions.
If any of these sound familiar, then you might want to consider the real cost of responding to RFPs. As a matter of fact, one of the first things I ask clients to do when they describe themselves as “proposal response factories” is to objectively consider the cost and success rate of their responses to RFPs.
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