What we know

Posted by Jon
My current favourite way of challenging the salesperson owning an opportunity?

“What do we know about the client and opportunity that none of our competitors will know?”

Try it sometime: it’s amazing what it can unlock – either:

• excellent insights that help with your proposal strategy, or…
• a conclusion that you’re really not as close to the client as you should be (and as others actually are), and so potentially might want to qualify out of the bid!