3 Ways to Improve RFP Responses When Working Remotely Presented by - - PowerPoint PPT Presentation

3 Ways to Improve RFP Responses When Working Remotely

Presented by David Blume RFPIO Sr. Director of Sales

L I V E W E B I N A R

David Blume

RFPIO Sr. Director of Sales

Outside of RFPIO, David has over 30 years of international sales management experience predominantly in the enterprise software space, while working and living in the UK, US, and Australia. Since 2001, David has been focused on sales effectiveness, specializing in RFP response and sales proposal automation.

Session Focus

Doing the impossible, with the unwilling, for the ungrateful

Why the resistance?

• 1. It’s not their day job
• 2. Competing priorities
• 3. Déjà vu
• 4. It’s hard!

Qualification

Evaluating opportunities by asking questions and reviewing past wins

• Finite time and set of resources
• Must ask questions
• Veto vote?

Reusable content

Establishing a centralized source of truth for your responses

• Dealing with the naysayers
• Organizing and adapting information
• Critical success factors

Collaborative Workflows

Using technology to engage teams and capture new content

• It’s not a temporary thing
• Tools for engagement and tracking
• Content circle of life

Recap

RFx responses are a team effort

• Doing the impossible, with the unwilling, for the ungrateful

Streamline the process

• Qualify, qualify, qualify
• Reuse of well-written, maintained content
• Exploit collaborative tools

Have Questions?

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