You receive an RFP, how can you tell whether it is an actual potential lead or a waste of resources? Most procurement people know exactly who their preferred vendor is before sending an RFP. So how can you set yourself apart and not end up just being a column fodder for comparison? In this week’s episode, I share with you the exact approach to increase your  chances of being chose from the RFP and the questions you can ask to set yourself apart.


“When they’re asking you to participate in the RFP process, they may just be looking to get additional ideas they can feed their preferred vendor. You may be what they call column fodder, which is just additional cells on a spreadsheet.”

“If on a blind RFP where they have no interaction, they win less than 5%. When they push for and get that conversation, they win more than 40%. So it’s an eight fold increase.”

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 




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