RFQ’s

  • Sales Effectiveness – How to Win Every RFP That You Respond To
    • June 19, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI.  The resources, including people, time and money, required to respond to the specs from just one of these requests is

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  • The Prospect Isn’t Talking with Any Other Salespeople
    • April 4, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s not that this can’t happen.  Some people don’t need to compare, talk with three companies, look at several options or get three quotes.  I don’t.  Most great salespeople don’t.  And your salespeople should never assume that a prospect NEEDS

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