Winning the RFP-Based Sale, with Bob Wiesner [Episode 997]

Bob Wiesner is the managing partner at the Artemis Partnership and author of the new book, Winning is Better. On today’s episode we are talking about RFP-based sales. Governments, institutions with certain requirements, major enterprises. These are large deals that almost always have an RFP element. Bob shares some of the tactics they teach to their clients that enable them to regularly achieve win rates in excess of 60%. Which is pretty impressive on bid based selling! Plus. dig into why Bob believes that relationships remain the single, most important factor in winning project bids. And why achieving success in big deals today is no different than it was in the Before Times.

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