Elucid8的动态

Transcript

Long sales cycles are a real challenge in the sled market. A bid that goes out to RFP takes a long time, and there's not a lot you can do to shorten that sales cycle. But many bids do not go to RFP's and the ones that don't have opportunities to shorten the sales cycle if you know where to look. So anytime you're on a call with a perspective government client, you need to ask whether or not they make purchases through government contracting vehicles. And if they do, and if your product can be purchased through that government contracting vehicle, that's a great way to streamline the procurement and speed up that sales cycle. Now, another question you're going to want to ask government prospects is whether or not they have to go out to RFP for the purchase or if they're planning to, if you. With any answer that isn't a firm yes, this will go to RFP. You've just uncovered an opportunity to shorten that sales cycle. But you're only going to be able to do that if you've done the work of ahead of time to earn the trust of that client. Because governments will go outside the RFP process if, one, they can, and two, if they trust that the vendor they're interested in working with is going to be the best possible solution. For them and their taxpayers.