8 min read
Should You Answer an RFI When the Prospect Goes Silent?
You answered an RFI and heard nothing back. Whether to keep responding to silent prospects, and how to qualify before you invest.
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Qualification
Qualifying hard, walking away early and keeping a healthy pipeline.
8 posts
Handbook chapters on this topic
- Selling JourneySelling journey
- QualificationPlaybook
- FTQ: Functional and Technical QualificationPlaybook
- Metrics and KPIs for PresalesCareer and leadership
- 6 min read
Missed Your Yearly Quota? Here's How to Bounce Back and Overachieve Next Year
Missed your quota? A step-by-step way to reflect honestly, reset your mindset, revise your goals and plan a stronger year.
Read more - 7 min read
Lessons from the Samurai – Applying Samurai Wisdom to PreSales Mastery
Samurai principles for presales: disciplined preparation, the courage to disqualify, integrity in every deal, focus and adaptability.
Read more - 4 min read
Why Only a Hard-Qualified Pipeline is a Good Pipeline: A Call to Rethink Sales Metrics
A big pipeline is not a good pipeline. Why quality beats quantity, and how ongoing qualification and leadership keep forecasts honest.
Read more - 8 min read
What Sets Exceptional PreSales Professionals Apart from the Rest?
What separates good presales people from great ones: connection, storytelling, honesty, strong discovery and the courage to qualify hard.
Read more - 6 min read
When to Walk Away: Evaluating RFPs and RFIs Against Your Competitor's Success
An RFP arrives, but it looks written for a competitor. Four steps to analyse it, talk to the client and decide whether to bid or walk away.
Read more - 4 min read
Navigating the Complex Web of Client Personas in Sales
B2B deals involve many people with different goals. How to identify the key personas early and engage each of them well.
Read more - Infographic2 min read
Infographic: Selling Journey
An infographic of the selling journey next to the buying journey, showing how both sides move toward the same decision.
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