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Unique x SalesPlaybook द्वारा प्रदान की गई सामग्री. एपिसोड, ग्राफिक्स और पॉडकास्ट विवरण सहित सभी पॉडकास्ट सामग्री Unique x SalesPlaybook या उनके पॉडकास्ट प्लेटफ़ॉर्म पार्टनर द्वारा सीधे अपलोड और प्रदान की जाती है। यदि आपको लगता है कि कोई आपकी अनुमति के बिना आपके कॉपीराइट किए गए कार्य का उपयोग कर रहा है, तो आप यहां बताई गई प्रक्रिया का पालन कर सकते हैं https://hi.player.fm/legal
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#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of Sequesto

32:54
 
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Manage episode 354303777 series 2971433
Unique x SalesPlaybook द्वारा प्रदान की गई सामग्री. एपिसोड, ग्राफिक्स और पॉडकास्ट विवरण सहित सभी पॉडकास्ट सामग्री Unique x SalesPlaybook या उनके पॉडकास्ट प्लेटफ़ॉर्म पार्टनर द्वारा सीधे अपलोड और प्रदान की जाती है। यदि आपको लगता है कि कोई आपकी अनुमति के बिना आपके कॉपीराइट किए गए कार्य का उपयोग कर रहा है, तो आप यहां बताई गई प्रक्रिया का पालन कर सकते हैं https://hi.player.fm/legal

I personally hate tenders / RfPs / RfIs, with a passion.

Because they often lead nowhere if you are out of control.

Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto.

Here is a great 5 point tender checklist that emerged from our podcast:

1️⃣ Can I even win?

Many tenders are written for your competitors and already pre-decided.

(Why) Did you (not) know about a tender before receiving a request.

2️⃣ Would this contribute to my core business?

Answering tenders is often cumbersome and therefore costly.

You don’t want to involve your team for non-core business activities.

3️⃣ (How) Am I uniquely positioned to win?

You should be crystal clear why a customer should select you.

If you cannot make that argument, how should a buyer?

4️⃣ Is the timeline aligned with my internal capabilities?

Tendering is not a “let’s quickly do this game”.

Large companies have a dedicated team for this for a reason.

If you need to rely on external resources already here, be cautious.

5️⃣Is the tender stating the customer’s pain specifically enough?

If the problem is not framed clearly, you cannot craft a specific solution.

In this case strive to better understand before asking to being understood.

#salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas

  continue reading

153 एपिसोडस

Artwork
iconसाझा करें
 
Manage episode 354303777 series 2971433
Unique x SalesPlaybook द्वारा प्रदान की गई सामग्री. एपिसोड, ग्राफिक्स और पॉडकास्ट विवरण सहित सभी पॉडकास्ट सामग्री Unique x SalesPlaybook या उनके पॉडकास्ट प्लेटफ़ॉर्म पार्टनर द्वारा सीधे अपलोड और प्रदान की जाती है। यदि आपको लगता है कि कोई आपकी अनुमति के बिना आपके कॉपीराइट किए गए कार्य का उपयोग कर रहा है, तो आप यहां बताई गई प्रक्रिया का पालन कर सकते हैं https://hi.player.fm/legal

I personally hate tenders / RfPs / RfIs, with a passion.

Because they often lead nowhere if you are out of control.

Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto.

Here is a great 5 point tender checklist that emerged from our podcast:

1️⃣ Can I even win?

Many tenders are written for your competitors and already pre-decided.

(Why) Did you (not) know about a tender before receiving a request.

2️⃣ Would this contribute to my core business?

Answering tenders is often cumbersome and therefore costly.

You don’t want to involve your team for non-core business activities.

3️⃣ (How) Am I uniquely positioned to win?

You should be crystal clear why a customer should select you.

If you cannot make that argument, how should a buyer?

4️⃣ Is the timeline aligned with my internal capabilities?

Tendering is not a “let’s quickly do this game”.

Large companies have a dedicated team for this for a reason.

If you need to rely on external resources already here, be cautious.

5️⃣Is the tender stating the customer’s pain specifically enough?

If the problem is not framed clearly, you cannot craft a specific solution.

In this case strive to better understand before asking to being understood.

#salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas

  continue reading

153 एपिसोडस

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