Show Notes: This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs. Key Discussion Points: Starting an RFP process - focus first on content library and single source of truthSigns an organization needs a formal RFP process - incon...
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Show Notes: This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs. Key Discussion Points: Starting an RFP process - focus first on content library and single source of truthSigns an organization needs a formal RFP process - incon...
Ep. 36- Scale Through Skill, NOT Headcount l Sales & Stuff & Things w/ Matt Green, Sam McKenna, & Todd Caponi
Revenue Jam
58 minutes
2 years ago
Ep. 36- Scale Through Skill, NOT Headcount l Sales & Stuff & Things w/ Matt Green, Sam McKenna, & Todd Caponi
This session of Sales and Stuff and Things discusses how revenue organizations can scale through developing seller skills, rather than solely through adding more headcount. The guests provide historical context on why sales leaders often default to hiring more, despite data showing skill development is needed. They outline essential modern seller skills like decision science, writing, active listening, and empathy. Main Discussion Points - Many sales leaders are not formally trained for the...
Revenue Jam
Show Notes: This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs. Key Discussion Points: Starting an RFP process - focus first on content library and single source of truthSigns an organization needs a formal RFP process - incon...
