Tag Archives: Enterprise Sales

7 Ways Elevate Your Dialogue from Requirements to Needs

Dan Smaida – Wednesday, September 29, 2016 Recently, I had the opportunity to work with a client’s Enterprise Sales team on strategies for responding to RFPs (Requests for Proposals).  Although they’re different, RFP sales and Committee sales are fundamentally similar – they’re both complex sales. In procurement-driven RFP sales, the “official” needs expressed by the […]