The First Rule Of B2B Selling

Posted by on May 3, 2008 in Business | No Comments

Since I’ve starting doing the consulting thing I’ve been asked to respond to more than a few request for proposals (RFP). In every instance but one, I have refused. Seth Godin outlines why:

If it gets to the RFP stage, you lost.

Great business to business marketers (and profitable ones) make the sale long before that happens.

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

The cheap guy, of course, never wins.

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