HomeResearch Articles The Pulse: Navigating the Education Phase of an RFP-Driven Sales Cycle

The Pulse: Navigating the Education Phase of an RFP-Driven Sales Cycle

  • B-to-b buyers often deploy requests for proposal (RFPs) to make competition among vendors fair and create buyer-friendly results
  • During the education phase of the buyer’s journey, RFPs create potential barriers for sellers who prefer to rely on their personal touch
  • Compared to peer organizations, winning sales organizations deploy more targeted content, interactions and asynchronous educational opportunities to RFP issuers
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