Winning Competitive Contracts in Response to RFPs™

Sales Excellence International
Training overview
16-24 Hours (Customizable)
Next start date: Inquire for more information - Online

Course description

Winning Competitive Contracts in Response to RFPs™

We start with evaluating the “win-ability” of each Request for Proposal contract, organizing your RFP response team, competitive differentiation, structuring and writing your RFP response proposal, and presenting your proposal to the client.

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Who should attend?

  • Sales Representatives
  • Account Managers
  • Proposal Managers
  • Solution Architects
  • Product Line Managers
  • Technical Sales Professionals
  • Sales Managers

Training Content

The Learning Objectives for this comprehensive program include:

  • Playing the "RFP Game" to win and selecting which RFPs to respond to
  • Understanding the RFP process, the buyer's strategic intent, and critical buyer traps to avoid.
  • Defining Your RFP response strategy and preparing for your RFP response
  • Establishing the structure of your RFP response and creating your own RFP response process
  • Writing a persuasive response proposal and crafting a winning proposal presentations
  • Pricing and negotiation strategies for RFP-driven proposals.

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Instructor profile

About our President

Bill Stinnett, president and founder of Sales Excellence, Inc, is a thought leader,  best-selling author, and one of the most engaging and in-demand sales teachers in the world today.

With over 25 years of experience in complex business-to-business sales, Bill regularly speaks, trains, and consults for some of the world’s largest and most highly-respected companies including  Verizon, General Electric, IBM, Microsoft, Metso, Ansell, and Continental AG as well as a variety of smaller companies from a wide range of industries.

Mr. Stinnett is the author of two best-selling books: Think Like Your Customer (McGraw-Hill 2005) and Selling Results! (McGraw-Hill 2007).


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About Sales Excellence International

Sales Excellence

Sales Excellence - The Cutting Edge of Sales Force Transformation

The success of any sales organization rests on the shoulders of its sales force and leadership teams, and those individuals must invest in their career development to be equipped for the evolving challenges they will meet. While the volume of...

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