Problem:
Sales teams waste cycles chasing RFPs they’re unlikely to win — often engaging too late, with no champion or influence.
Why this matters:
Each blind RFP burns pre-sales, exec, and AE time — clogging the funnel, inflating false hope, and damaging focus.
Who this is for:
AEs, frontline managers, and revenue leaders in B2B teams managing enterprise or mid-market deal cycles with formal buying processes.
How we solve it:
This playbook introduces a qualification framework, win-or-walk decision model, and tactical strategies to shape or bypass RFPs altogether.
Expected impact:
Increased win rates, fewer wasted responses, stronger champion validation, and faster cycles in competitive evals.
| Situation | Use This Section |
|---|---|
| You receive a cold RFP with no prior engagement | See Strategy 1: The Cold RFP Filter |
| Champion invites you to a competitive RFP last-minute | See Strategy 3: Champion Testing |
| You suspect the RFP was shaped by a competitor | See Strategy 2: Pre-Shaping with POVs |
| Your team keeps losing RFPs despite good solutions | See Strategy 4: Trap Setting |
| You want to avoid RFPs and start early with execs | See Strategy 5: Bypass Strategy |
| Procurement blocks discovery access | See Strategy 6: Executive Escalation |
RFPs can appear like strategic revenue opportunities — but most are resource traps. For B2B teams without a qualification framework, RFPs burn time, dilute focus, and create false hope. A disciplined approach lets teams walk early, win when aligned, and drive strategic cycles that bypass formal processes altogether.