RFP Response
Training
Is your sales team losing too many RFP or RFI responses - either failing to get shortlisted or dropping out at the first hurdle? There is likely a good reason for their performance.
Viewpoint Analysis has a unique insight - we read hundreds of responses and watch hundreds of presentations and early engagement calls. We know what the winners do - and we know what the losers do.
Our new RFP Response Training service is the quickest way to improve win rates almost immediately.
Why is RFP Response Training Useful?
Viewpoint Analysis has a unique insight - we run Rapid RFP and Rapid RFI processes - but we have also spent decades responding to them too!
Our RFP Response Training explains why the customer runs an RFP and what it is like on the other side of the desk. What does good look like and what does your team need to do in order to up their game?
Getting better at RFP and RFI responses is one of the quickest ways to improve sales results. There are some simple changes that can make the difference.
What do we cover?
The training is delivered specifically for the needs of the given sales team. As such, the training will change slightly depending upon the skills of the audience and the needs of the team, but the core focus is on teaching what we have observed watching countless RFP and RFI responses from the customers perspective.
We look at areas including:
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What it feels like to run an RFP process
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What the customer sees and feels
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What good and bad looks like
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How to add value at every step
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Being the low-risk, most exciting option
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How RFPs are scored
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How to complete the RFP template
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How to write the RFP and who reads it
Our RFP Response Training has two specific phases that work well together, but can be engaged separately if needed.
1) The first step is the RFP Response Training itself - this is delivered remotely (usually via Zoom or Teams) to the sales team that needs the training. The training takes two to three hours and can therefore be easily consumed in a morning or afternoon session.
2) The second step is an ongoing engagement to work alongside the team as a mentor when they engage in an RFI or RFP process. At this stage, we work with the team to reinforce the training content, but also ensure that we are making adjustments as part of the process. Having an experience pair of eyes assessing the response from the customer's perspective can be a game changer.
Partipants and
Numbers
The training is designed for the extended sales team - whoever is responsible for, or likely involved in an RFI or an RFP response.
This might include the sales account manager, pre-sales teams, sales leaders, RFP response teams or admin leaders, and sales ops.
The training costs are based upon the number of attendees and there are benefits to having a large audience and having a more intimate group.
Let's Talk
If you would like to learn more and discuss how our RFP Response Training might be useful for your team, please get in touch.
The training can be developed to your team's specific needs and where you are looking to drive the business.
Just as we are aiming to change the RFP game with our Rapid RFP and Rapid RFI processes, we hope to be able to help drive improvements across the sales team too.
