Page 60 - Superion Sales

SUPERION – Sales Playbook

• No bid: If RFP was from existing customer, or Superion was invited to bid, a standard or custom
no bid letter will be sent. If no prior relationship exists (bid was received via a purchased list),
no letter will be sent.

• Bid Decision = YES
Proposal Specialist distributes RFP, manages response process and prepares proposal

Proposal Specialist: Distributes RFP, manages response process, compiles proposal,
and ships final proposal response. The Specialist also gathers
questions from the Sales Rep/SMEs and submits questions to the
requesting agency. Note: When a bid or performance bond is
required, the Specialist works with the Sales Rep to provide our
bonding liaison with the required information.
Sales Rep handles: Completes cover letter, executive summary, references, & pricing
Product Specialist handles: Completes product functionality checklist or narrative Q&A and
assists with list of required/optional applications needed for
pricing/professional services
Professional Services handles: Responds to implementation questions, provides sample project
plan, and assists with pricing
Solution Architect handles: Completes technical responses and provides hardware pricing, if
required
Contracts handles: Addresses terms & conditions

Kick-off Meetings
Sales Rep provides background about the customer’s goals and objectives and discusses response strategy
and risks, if any. Attendees include:
• Sales Rep • Sales Management
• Product Management • Professional Services
• Proposal Specialist

What are the Sales Representative’s Responsibilities?
• Read the entire RFP to gain a clear understanding of the customer’s goals and objectives.
• Provide background information at the kick-off meeting, and establish a theme

• Submit questions to the Proposal Specialist to deliver to the customer
• Attend pre-bid meetings
• Work with Product Management to determine final list of applications
• Work with Professional Services to determine level of implementation services (Project
Managements – onsite, remove, blended)
• Work with the Director to determine competitive pricing strategies
• Work with third-party vendors as needed

• Communicate with RFP response team as needed

3/8/2018

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