Did you let a good one get away?

Did you let a good one get away?

Seth reminds us of the first rule of b2b selling:

“If it gets to the RFP (Request for Proposals) stage, you lost.”

In other words, you should already have dazzled the prospect with your knowledge and ideas and closed the deal — long before it ever reached that point. As Godin put it:

“The RFP is an organizational punt, it’s a way of saying, ‘it’s all a commodity, we can’t decide, cheap guy wins.'”

And who wants to compete on price?

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