To ensure fair and competitive purchase processes, most states and many leading organizations limit the amount of contact suppliers have with their buying team members once their request for proposals (RFPs) hit the streets. How, then, can suppliers effectively sell to buyers who are sheltered by these barricades? Brian Murtha and Kevin Chase share tips with salespeople that can be used to shape the RFP and influence post-RFP selling dynamics to enhance supplier competitiveness when selling to these barricaded buyers.
Full article in the Journal of Marketing: https://doi.org/10.1177%2F0022242919874778
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