Turning Proposal Responses Into a Sales Advantage

Why Ignoring RFPs Is a Mistake: Turning Proposal Responses Into a Sales Advantage

I hear so many so-called “sales influencers” on LinkedIn talking about how you shouldn’t answer RFPs (Requests for Proposals) because they’re a waste of time. I fundamentally disagree with this, and I’ll explain why.

To say that RFPs are just a waste of time driven by dusty procurement processes that force buyers to look at a few different options is as arrogant as it is shortsighted. The truth is, RFPs remain a critical part of the B2B sales cycle — and when paired with the right RFP automation software, they become a serious competitive advantage.

Why Buyers Still Use RFPs

Buyers today have access to more information than ever before. And if you’ve ever purchased technology (or just received cold emails), you know how overwhelming it can be.

That’s why RFPs and security questionnaires still matter. They help buyers:

• Cast a wide net and evaluate multiple vendors.
• Standardize how responses are compared.
• Ensure due diligence and compliance in vendor selection.

And yes — it’s completely possible your buyer is already in an active sales cycle with a competitor. But that doesn’t mean you should give up. When a buyer issues an RFP, they’re leaving the door open for competitors to impress them.

The Opportunities RFPs Create

If you treat RFPs as more than a checkbox exercise, they can open up meaningful opportunities:

1. Submit better responses that stand out with personalization and accuracy.
2. Get invited to a demo to showcase your product.
3. Run a proof of concept (POC) if your solution aligns closely with buyer needs.

At the very least, answering an RFP helps build brand visibility for the next renewal cycle (especially if your competitor fails to impress). At best, you can disrupt an active sales cycle and win a deal you otherwise never would have reached.

Why AI RFP Automation Changes the Game

This is where generative AI and proposal automation tools come into play. Historically, responding to RFPs was slow, manual, and resource-intensive. Now, AI-powered RFP response software turns the process into a high-leverage sales strategy.

Generative AI is a force multiplier for businesses and sales teams:

• One AE can get 90% of the way to a complete RFP response in minutes instead of weeks.
• AI dynamically pulls knowledge from centralized content libraries and knowledge maps.
• Responses are tailored to the audience and context, not just boilerplate.
• Proposal managers and SMEs can focus on refinement instead of repetitive drafting.

In other words, AI RFP software empowers sales enablement teams to answer more RFPs, faster — without sacrificing quality.

The Bottom Line

In summary, companies can use RFP automation to:

• Build their brand and credibility in crowded markets.
• Disrupt competitor-led sales cycles.
• Reach buyers they otherwise would never have engaged.

So yes, answering RFPs with AI proposal software is absolutely a competitive advantage in modern B2B sales.

On second thought, maybe you should just keep listening to the sales influencers on LinkedIn who haven’t sold in years (or ever). Meanwhile, I’ll be feasting on all the leads they left behind.