{"id":42206,"date":"2025-09-24T17:38:27","date_gmt":"2025-09-24T17:38:27","guid":{"rendered":"https:\/\/greatdemo.com\/?p=42206"},"modified":"2025-09-24T17:38:27","modified_gmt":"2025-09-24T17:38:27","slug":"intriguing-insights-into-rfps-and-scripted-demos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/intriguing-insights-into-rfps-and-scripted-demos\/","title":{"rendered":"Intriguing Insights into RFPs and Scripted Demos"},"content":{"rendered":"<p>&#8220;There are two winners in every deal: the person who wins the deal and the first person out of it.&#8221;<\/p>\n<p>\u2013 Patrick McLoughlin<\/p>\n<p>\u00bfQu\u00e9 hay en este art\u00edculo para usted?<\/p>\n<p>Some tactical nuggets and the occasional strategic gem! This article explores practices that can improve your decision-making and response efficacy, including:<\/p>\n<p><strong>RFP Responses:<\/strong><\/p>\n<ul>\n<li>Should we participate?<\/li>\n<li>Engaging your prospect\u2019s consultant<\/li>\n<li>Ser el primero<\/li>\n<li>The anchoring effect<\/li>\n<li>Adding rows<\/li>\n<li>Conversations with your prospect<\/li>\n<li>Pulling back<\/li>\n<\/ul>\n<p><strong>Delivering Scripted Demos:<\/strong><\/p>\n<ul>\n<li>Basic principles<\/li>\n<li>Rearranging the order<\/li>\n<li>Death by corporate overview<\/li>\n<li>El enfoque del men\u00fa<\/li>\n<li>Subverting the introduction<\/li>\n<li>Using a checklist<\/li>\n<li>Adding rows<\/li>\n<li>Understanding the scoring<\/li>\n<li>Engaging, entertaining, enlivening<\/li>\n<li>Resumiendo<\/li>\n<\/ul>\n<p><strong>Should We Participate?<\/strong><\/p>\n<p>\u201cYes, definitely\u2026!\u201d cries the salesperson, who <em>cree <\/em>he has little to lose by pursuing a response. \u201cIt\u2019s a <em>enorme<\/em> oportunidad!\"<\/p>\n<p>\u201cOh god, no no no\u2026!\u201d laments the presales player, whose plate is <em>ya<\/em> overflowing with doing discovery, demos, and the myriads of other activities that consumes her days. \u201cThis RFP was clearly written for our competition!\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>You can find the full article here \u2013 enjoy!<\/p>\n<blockquote class=\"wp-embedded-content\" data-secret=\"kqIcXsSCua\"><p><a href=\"https:\/\/greatdemo.com\/es\/rethink-rfps-win-smarter\/\">Replantearse las licitaciones. Gane con m\u00e1s inteligencia.<\/a><\/p><\/blockquote>\n<p><iframe class=\"wp-embedded-content\" sandbox=\"allow-scripts\" security=\"restricted\" style=\"position: absolute; visibility: hidden;\" title=\"&#8220;Rethink RFPs. Win Smarter.&#8221; &#8212; Great Demo! and Doing Discovery\" src=\"https:\/\/greatdemo.com\/rethink-rfps-win-smarter\/embed\/#?secret=THT5wwDUs7#?secret=kqIcXsSCua\" data-secret=\"kqIcXsSCua\" width=\"500\" height=\"282\" frameborder=\"0\" marginwidth=\"0\" marginheight=\"0\" scrolling=\"no\"><\/iframe><\/p>","protected":false},"excerpt":{"rendered":"<p>&#8220;There are two winners in every deal: the person who wins the deal and the first person out of it.&#8221; \u2013 Patrick McLoughlin What\u2019s<\/p>","protected":false},"author":2,"featured_media":42207,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-42206","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/42206","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=42206"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/42206\/revisions"}],"predecessor-version":[{"id":42209,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/42206\/revisions\/42209"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/42207"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=42206"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=42206"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=42206"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}