I: Sales Lingo

Someone involved in the decision (maybe in the DMU) who cannot provide the signature but has sway. May or may not be outranked by a Recommender.
Inside, or Internal, salesreps are telesales professionals that usually support someone in the field.
Invitation to Tender. A formal document that mirrors your Proposal, produced by the potential customer, stating what they are looking for. If a Consultant produced it, make sure you talk it through with someone directly representing their organisation. If a competitor got in before you and influenced it, get there quicker next time and qualify out! You need to establish what weightings apply to each criteria if you continue. Winning salesreps learn to avoid wasting time by not responding to these, by the way.

Subscribe to Salespodder

Don’t miss out on the latest issues. Sign up now to get access to the library of members-only issues.