Elay Cohen

Fake RFPs are the dirtiest secret in enterprise SaaS. You think you’re competing. In reality, the decision was made weeks ago. Every rep/leader knows the story: Custom demo environment, 18-page technical doc, 127 security questions answered, 4 pricing scenarios, References lined up. Hundreds of hours invested. And then: “We’ve decided to move forward with another vendor.” Not because the company isn’t buying. Because the RFP was theater. Why do reps still chase them? It’s not ignorance. It’s hope. The big logo. The big number. The career-making deal. It’s intoxicating. And that’s what makes fake RFPs so dangerous. What the Research Shows: This isn’t paranoia, it’s documented. - The IACRC lists rigged specifications and sham bidding as some of the most common procurement fraud schemes worldwide. - The OECD warns that restrictive tender specs can effectively pre-select winners and block fair competition. - A GAO review found that many “competitions” attract only a single offer, often because requirements were written to favor incumbents. Enterprise SaaS isn’t audited the same way. But the mechanics are identical. And that’s exactly why leaders and reps need to be more deliberate. Before you chase an RFP, ask these 5 questions: 1. Access: Can we meet the economic buyer? If no → column fodder. 2. Authorship: Do requirements read like a competitor’s data sheet? If yes → walk away. 3. Urgency: What breaks if this slips a quarter? No consequence = no deal. 4. Discovery: Will we get to validate pain and outcomes? If no → policy, no pain. 5. Opportunity Cost: What live deals will suffer if we chase this? Red Flags That Scream “Theater”: Suspiciously specific requirements only one vendor can satisfy. Procurement-only access, no business decision-makers. “Top priority”, but with a 10-week decision gap and no milestones. Vague or undefined success metrics (“ROI framework”). Fake RFPs waste hours and drain morale. They bloat your pipeline with ghosts. And they make you walk into a board meeting forecasting numbers that were never real. That’s why I always coach my reps on this: I don’t ask about the response. I ask: Who’s the buyer? What happens if this slips? Why do you believe we can win? If they can’t answer, we pull out. Because the truth is: If reps get burned enough times, they stop believing in every RFP, even the real ones. And that’s a culture killer. The job of leadership isn’t to celebrate activity. It’s to protect your team’s time, focus, and belief, so they fight where they can actually win. Sales leaders: what’s in your RFP go/no-go filter?

2,991

309 Comments

This is definitely a must-watch episode for any B2B marketers. Udi's perspective on taking risks in your marketing in order to build a brand and stand out in a crowded market will definitely inspire mid-level and senior marketers alike.

7

Each week, our team sits in on meetings between AEs, partners, and customers, and what we see is clear: when deals between these parties lose alignment, frustration follows and momentum can stall. Over the years, one lesson has been consistent: deals succeed when everyone is on the same page. True partnership, clear communication, and coordinated action make all the difference, especially in high-pressure quarters. It is also what makes the Salesforce Ecosystem what it is, a true Ohana! Bridging the gap between customers, partners, and AEs is critical to closing deals confidently and on time We’ve put together our perspective on the dynamics across AEs, SIs, and ISVs, and how better alignment and partnership can accelerate outcomes in Q4. #SalesforceEcosystem#SIPartners#ISVs#Ohana#SalesforcePartners Read the full post here: https://lnkd.in/gP8SEf36

8

The latest episode is live, and this one is fantastic. I sat down with Eric Gilpin, President, GTM of G2, a leader who’s spent over two decades scaling teams, navigating change, and driving growth in some of the most competitive technology markets in the world. What makes Eric stand out is how he thinks about people, performance, and presence. In this conversation we went beyond tactics and hit on: Being strong at work without losing your presence at home Work demands a lot. But the cost of absence, in relationships, in moments, in memory, isn’t on any spreadsheet. Why alignment with your spouse matters more than “balance” It’s not a 50/50 scorecard, it’s shared intention and honesty about what really matters. What “being present” requires, not just physically there, but mentally and emotionally engaged, even when everything else claws for your attention. The real talk on AI Will AI replace us? Maybe parts of what we do. But the parts of leadership no model can replicate are exactly what matter most going forward. Listening to understand, not to respond That might be the most underrated leadership skill in the age of speed. This episode is about the humanity beneath the headlines and what leaders need to actually thrive in the chaos of work, tech, and life. If you’re thinking about the future of work, AI, or how to show up better in the places that matter most, give this one a listen. 🎧 Youtube: https://lnkd.in/e4nrDEAu

14

3 Comments