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Winter Meetings of the Profession
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Thursday, January 24 • 10:05am - 11:15am
Business Development Breakaway I - Scoring Points with the Process-Driven (aka "RFP") Buyer

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What do you do when you receive an RFP from a prospect that says you cannot meet with anyone from the company and any questions must be submitted via email? All the sales techniques you’ve mastered around building rapport, identifying needs and selling custom solutions are seriously restricted, maybe forbidden. This session will look at the five common objections / challenges in these scenarios including procurement lockdown, pricing with limited info and access, and competing with the incumbent.
Attendees will also hear:
  • Why buyers cage sellers in an RFP process (it’s not always what you think it is)
  • How to get unstuck (includes pre-positioned networks, differentiated proposals, go / no-go: when to walk away) Benchmark lessons from your 2018 RFP results
  • Suggested action items for 2019

Thursday January 24, 2019 10:05am - 11:15am PST
Surf C

Attendees (1)