Deadly Mistake #3: Pitching Too Late
Introduction: If You’re Waiting for the RFP, You’re Already Losing
Welcome to Part 3 of our 7-part series, “Selling to Procurement: The 7 Deadly Mistakes That Sales Makes.”
If you’ve been following along, you already know we’ve covered two of the most common ways Sales teams get in their own way:
- Mistake #1: Treating Procurement Like a Roadblock
- Mistake #2: Making It Hard to Do Business with You
Today we’re tackling a mistake that’s less about what you say—and more about when you show up.
Here’s the hard truth:
If you wait for the RFP to land before engaging with Procurement, you’re not just late—you’re locked out.
Because by that point, the scope, budget, and even the shortlist may already be set. And all you’re left with is a chance to fill in someone else’s blanks.
The best Sales teams don’t play that game.
They shape the conversation early—when there’s still room to influence the outcome.
Let’s dive in.
