Managesmarter.com offers a short article regarding Best Sales Practices of 2007 that contains a stellar piece of sales advice:
“The dictum of ‘No RFP shall go unanswered’ is not a good idea,” says Sam Reese, CEO of sales training firm Miller Heiman. Because of the time, energy and money involved in responding to an RFP, “If you didn’t spec it,” says Reese, “don’t bid it.”
Salespeople have a hard time walking away from any deal whether it be a good deal or not. RFP’s tend to be bad deals unless you helped author it. Main point – people can be qualified, RFP’s generally cannot.
We’ve seen many sales managers struggle with the concept of walking away from a bad opportunity. But it is the right thing to do. You can’t make a good deal with a bad prospect.
Go find a better prospect.