Welcome to Episode 17 of Altar the Demo Gods, where hosts Keith Wilson and John Morton dive deep into the world of sales engineering. In this episode, we discuss the often dreaded but necessary part of the sales process: RFx responses, with a particular focus on RFIs (Request for Information).
Key Highlights:
- The hierarchy of sales engineer preferences: in-person customer meetings, remote customer meetings, internal meetings, and cold calls to prospects.
- The importance of understanding customer needs through gap analysis and collaboration in solution design.
- A deep dive into RFx responses, particularly RFIs, and why they're considered a necessary evil in the sales process.
- Strategies for managing and responding to RFIs, including the use of AI tools and creating a repository of question and answer pairs.
- The significance of clear and concise communication in collaborating with team members, especially when dealing with high-level executives.
Acronym of the Week: RFI - Request for Information
Next Week's Topic: Negotiations - a crucial aspect of the sales process that can be both challenging and rewarding.
