Ep. 37- Using RFPs to Improve Your Sales Process w/ Brad Rosen and Tony Germinario

Show Notes:

This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs.

Key Discussion Points:

• Starting an RFP process - focus first on content library and single source of truth
• Signs an organization needs a formal RFP process - inconsistencies, lack of process
• Determining whether to bid on an RFP - alignment with goals, capabilities, profitability, competitive landscape
• Making the bid/no bid decision - account team spearheads but cross-functional collaboration
• Maintaining relationships if declining to bid - treat everyone respectfully
• Using RFPs for market learning even if unlikely to win
• Trends in RFP space - AI for efficiency, reporting for optimization

Brad Rosen Bio:

Brad Rosen is President at Sales Assembly, which provides skill development for go-to-market teams. He focuses on sales effectiveness and process optimization.

Tony Germanario Bio:

Tony Germanario is the RVP of Enterprise at Responsive (formerly RFPIO), a software company providing RFP and proposal management solutions. He has over 15 years of experience in sales leadership.

Company Bios:

Sales Assembly - Services firm focused on sales skill development through workshops, custom training, and coaching. Helps teams sell more strategically.

Responsive - Software company with solutions for streamlining and optimizing RFP response and proposal processes. Enables efficiency through content collaboration and AI.