If you’ve ever lost a deal despite doing everything “right”,  this article by Peter E. Cohan, explains why. RFPs are broken by design. Most are written before the buyer understands what they need  which means sales teams end up chasing ghosts. Scripted demos kill creativity. You’re told exactly what to show, even if it’s not your strongest suit. How do you win when the rules are stacked against you? There’s a smarter way to win. Great sellers don’t just respond. They influence. 
Learn how to shift the game in your favor through better discovery and positioning – 
before the RFP ever lands.