“Two thirds of deals are already lost before the formal RFP process begins” McKinsey
How much of your precious sales resources are spent responding to RFPs you are not going to win, or other opportunities that are unlikely to result in business?
If you can better qualify and reduce your “losing opportunity” activities from say two-thirds of your time (ie a 33% win rate) to half of your time, your win rate goes up by 50% with zero additional sales resources.
What is the value of responding to RFPs or other opportunities as another ‘me too’ where you don’t have a clear and compelling differentiator, you’ve not had a chance to influence, and don’t hold the right relationships?
Get to Great’s Ruthless, Ongoing Qualification workshop involves and engages key sales/bid stakeholders to co-create a deal qualification/validation process that results in an increased win rate.
Twenty years of customer feedback confirms that of all the elements of sales best practice, embracing Ruthless, Ongoing Qualification for deal selection delivers the highest ROI in the shortest timeframe.