~93% of your prospects DO NOT want a follow-up meeting and ~85% of your deal pursuit (presales & solutioning) efforts are wasted
Recent years have seen a tremendous disruption in creating and pursuing RFPs. If buyers change how they buy, Proposal writing and presales professionals need to change how they solution the right proposal.
Three questions all business leaders should ask:
Does your proposal and solution look like a Sales novel for buyers to get interested?
Do you have a right win strategy against the most tough competitors?
Value Selling happen throughout, or is the Proposal filled with "fillers"?
Customers want fresh ideas and creative insights for addressing their needs that are new and challenging. They expect pursuit leaders to be proficient about their industry, company, and issues. They don't want product pitches but expect insights in solving their business problems. They don't want facilitators or operational vendors but want trusted advisors and strategic partners.