In each and every company there is an RFP response factory working around the clock with no guarantees that their RFP response will even be considered. When and how do we respond to RFP's is a key ingredient for success in today's competitive world. This is a very valuable course for ANY company in the marketplace that does business using RFP's.

1. Professional RFP response
preparation
L/O/G/O

2. Statement of purpose
• This course is intended for professional services
professionals in charge of building RFP response.
• It could be attended by sales professionals, as it gives
both camps (sales and professional services) an insight
of what goes inside each other's divisions.
• The course duration is 2 days:
– First day is dedicated to Quota B2B game, which is the world’s
leading sales coaching that utilizes Gamification methods.
– Second day addresses RFP analysis and professional RFP
response techniques.

3. Day one
• STAGE 5 - Product/Service Demonstration
• Partnership Selling – · I.B.O.A.T.
– The Evolution of Selling – · Committee Interview
• The Sales Cycle – · Presentation Preparation and Agenda
– Key Events of the Business Development Cycle
– Securing a Next Key Event
• STAGE 6 - Presenting a Proposal
• STAGE 1 - Prospecting – · Seven Basic Rules to Proposal Presentation
– · Building a daily prospecting plan
– · Introductory Script
• STAGE 7 – Gaining Influencer Support
– · Getting Through ‘Screens’
– · · Securing a Commitment
– · Leaving Messages
– · 6 Core Closing skills
– · Handling Prospecting Obstacles
– · Appropriate Closes per Buying Style
• STAGE 2 - Qualifying
– · Writing Email, Target Letters and Direct Mail
– · Multiple Business Development Cycles
• STAGE 8 – Gaining Key Decision-Maker or
– · Qualifying (B.P.O.U.T.)
Committee Commitment
• STAGE 3 - The Initial Meeting • Competitive Selling Practices
– · Meeting your client
– · Confidence Builders • STAGE 9 – Purchasing Approves, P.O. Issued
– · 6 Steps to a Professional Greeting – · Handling Purchasing obstacles
– · Individual Motivators – · Negotiating
– · Organization Motivators
• STAGE 4 - Conducting a Needs Analysis
• STAGE 10 – Product/Service Delivered, Payment
– · Needs Identification Selling
Received
– · Conducting the Needs Analysis
– · Post-sales service
– · Written Communication
– · Thank your client!

4. Day two
• Business writing for professional services personnel.
• RFP’s; can’t live with them, can’t live without them
– Types and characteristics of RFP’s.
– Why do customers issue RFP’s.
– RFP’s to avoid, and signs of winning RFP’s.
– Forming the RFP response team and assignment of tasks.
– RFP analysis:
• Go/no-Go decision, decline letter.
• Reasons for changing the incumbent vendor.
• Requirements vs hot buttons
– Building your unique selling points (USP).
– Addressing customer’s fears in your response.
– The 90/10 rule.
– RFP response structure.
– Producing the RFP response document
– RFP Post Mortem

5. Quota roadmap

6. What is a Sales Ecosystem
Sales Excellence

7. Sales Ecosystem Assessment
Sales Human
Capital
9
8
Offerings 7 Internal processes
6
5 Your company
4
3 Supporting
2 Initial
Sales Leadership infrastructure
1 Admin
0 Repeated
Customers' Supporting Defined
segment infrastructure
circumstances Accounting HR Managed
Supporting
Marketing & Prduct
infrastructure Optimized
Management
Accounting

8. Quota sales performance system
• Founded in Canada by Mr. Earl Robertson who is an experienced
executive with impressive career with Xerox, P&G and other multi-
billion dollar corporations. Quota sales performance system adopted
gaming methodology in designing their courses which ensures full
involvement and participation.
– Quota® B2B
– Quota® B2C
– Quota® Retail
– Quota® Coach
– Quota® SSL (sales self-leadership)
– Quota ® QIS strategic selling
– Quota CRM