Comments on: RFPs when the main POC is Purchasing http://inquisix.com/blog/2008/07/08/rfps-when-the-main-poc-is-purchasing/ Accelerate Your Sales Cycle thru Trusted Referrals Sat, 22 Nov 2008 03:59:58 +0000 http://wordpress.org/?v=2.6.3 By: Michael Kreppein http://inquisix.com/blog/2008/07/08/rfps-when-the-main-poc-is-purchasing/#comment-175 Michael Kreppein Mon, 22 Sep 2008 23:55:47 +0000 http://inquisix.com/blog/?p=137#comment-175 Geoff, The comment that really got me in your post is, "I used to drive those poor salespeople through hoops, and none of them ever bothered calling my Program Manager (who made most of the real decisions). If they had, there's a very good chance they could have swayed the Program Manager to change the decision, provided they had superior solutions." The sales rep has lost the sale and didn't call back to the Program Manager? Probably because they didn't know who the PM was in the first place! Geoff,
The comment that really got me in your post is, “I used to drive those poor salespeople through hoops, and none of them ever bothered calling my Program Manager (who made most of the real decisions). If they had, there’s a very good chance they could have swayed the Program Manager to change the decision, provided they had superior solutions.” The sales rep has lost the sale and didn’t call back to the Program Manager? Probably because they didn’t know who the PM was in the first place!

]]> By: Geoff Alexander http://inquisix.com/blog/2008/07/08/rfps-when-the-main-poc-is-purchasing/#comment-169 Geoff Alexander Sat, 20 Sep 2008 03:45:30 +0000 http://inquisix.com/blog/?p=137#comment-169 I agree with Mike, that you are probably being "shopped" by the purchasing agent. You should begin the process by calling high in the company, prefereably to a CXO, and discuss the intiative. I've got some great techniques on how to do this in my blog at www.alextrain.com/inside-sales-telesales-tips-blog/bid/5564/RFP-Hazards-Are-you-being-shopped-by-Purchasing-Agents-Here-s-how-to-fix-it I've been a Purchasing Agent myself, so know the turf. Go get the business, but resist starting with the Buyer. I agree with Mike, that you are probably being “shopped” by the purchasing agent. You should begin the process by calling high in the company, prefereably to a CXO, and discuss the intiative. I’ve got some great techniques on how to do this in my blog at http://www.alextrain.com/inside-sales-telesales-tips-blog/bid/5564/RFP-Hazards-Are-you-being-shopped-by-Purchasing-Agents-Here-s-how-to-fix-it I’ve been a Purchasing Agent myself, so know the turf. Go get the business, but resist starting with the Buyer.

]]> By: Michael Kreppein http://inquisix.com/blog/2008/07/08/rfps-when-the-main-poc-is-purchasing/#comment-147 Michael Kreppein Wed, 09 Jul 2008 13:01:16 +0000 http://inquisix.com/blog/?p=137#comment-147 Thanks for the early morning thoughts! I guess I'd be worried that the purchasing agent, who has a job to get the best price and has no relationship with you, would not give a frank answer. They'd say something like, "We have not made any decisions yet, we were recommended to you and you should decide if you want to respond." They may not even know if another vendor is the prohibitive favorite. Thanks for the early morning thoughts! I guess I’d be worried that the purchasing agent, who has a job to get the best price and has no relationship with you, would not give a frank answer. They’d say something like, “We have not made any decisions yet, we were recommended to you and you should decide if you want to respond.” They may not even know if another vendor is the prohibitive favorite.

]]> By: Trish Bertuzzi http://inquisix.com/blog/2008/07/08/rfps-when-the-main-poc-is-purchasing/#comment-146 Trish Bertuzzi Wed, 09 Jul 2008 11:18:32 +0000 http://inquisix.com/blog/?p=137#comment-146 Michael, I like your answer to the question very much. An alternative would be to just ask a very direct question to the purchasing agent. Question - "I received your RFP and thank you for considering us. Let me ask you a very direct question...where are you in your decision making process? I certainly don't want to waste your valuable time if we are late to the game. Your guidance would be much appreciated." Just ask....they will tell you what you need to know and then you can determine what your next steps should be. Thanks for making me think like a salesperson so early this morning! Michael, I like your answer to the question very much. An alternative would be to just ask a very direct question to the purchasing agent.

Question - “I received your RFP and thank you for considering us. Let me ask you a very direct question…where are you in your decision making process? I certainly don’t want to waste your valuable time if we are late to the game. Your guidance would be much appreciated.”

Just ask….they will tell you what you need to know and then you can determine what your next steps should be.

Thanks for making me think like a salesperson so early this morning!

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