Scott Sinatra is the CEO and Co-Founder of Bountiful. Scott is a serial entrepreneur and former senior vice president of worldwide sales at Glassdoor. With deep industry knowledge in HR technology, Sinatra also served as a founding executive and head of go-to-market at Glint, which was acquired by LinkedIn in 2018.

In this interview, Scott shares his experience responding to an RFP during his time at BladeLogic. He discusses the importance of having a champion within the customer's organization, the need to influence the decision criteria in the RFP, and the value of training and understanding your product and competition. Scott also emphasizes the importance of making a go/no-go decision when evaluating an RFP and the need to prioritize activities that will lead to success.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:26] Overview of Bountiful, a referral platform for recruiting
[00:03:03] Explanation of how Bountiful works and how scouts can refer candidates
[00:09:06] Formation of a committee and funding for the initiative
[00:10:11] Surprise of receiving an RFP and the alignment with decision criteria
[00:11:14] Conclusion of the RFP discussion and next steps
[00:11:14] Scott offers to provide a test plan template for the RFP.
[00:23:14] Addendum received with more details on problem to solve
[00:24:41] Scott writes another letter declining to participate further
[00:25:32] Scott receives a call from the company
[00:26:12] Second addendum received with desired changes
[00:35:42] Salespeople need to get buyers thinking about their solution
[00:36:12] If you didn't write the RFP, your differentiators may not be included
[00:37:31] Example of influencing criteria in an RFP to win a deal
[00:44:59] Importance of managing the sales process for team success
[00:45:40] Introduction and discussion about RFPs

ADDITIONAL RESOURCES
More tips for handling an RFP as a seller: https://forc.mx/3ELMidQ
How to stack customer requirements in your favor: https://forc.mx/48oUxdF