Catalyst

Being an innovator and a salesperson, I have explored the opportunities to upsell in the RFP proposals. That’s not to say that upselling doesn’t occur in the negotiation phase but including a well-designed upsell pitch in the proposal can establish your team’s competency and specialized expertise, earning pivotal points towards a contract win. This strategy can also provide the opportunity to make additional sales and protect your price position, if negotiations lean towards cost...