Why Buyers Score Trust, Not Just RFPs, with Greg Ellis (Zendesk)
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Why Buyers Score Trust, Not Just RFPs, with Greg Ellis (Zendesk)
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What are enterprise buyers actually scoring during a proposal, beyond the document itself?
Greg Ellis, Senior Solution Consultant for enterprise deals at Zendesk, ran proposal operations at Fujitsu, Freshworks, and OneTrust before moving into technical sales. In this episode he sits with stargazy founder Christina Carter to map the gap between proposal teams and solution consultants, and why that gap costs deals long after the RFP is submitted.
✹ The dilution effect: why working on fewer bids almost always wins more
✹ Why a 40% price drop without a commercial breach reads as broken trust, not benevolence
✹ The 18-month rule for turning a lost bid into next year's pipeline
✹ What "just send the previous proposal" actually costs your weekend
For proposal managers, solution consultants, and revenue leaders who suspect the centrifuge model of the bid is what is breaking their win rate.