{"id":6458,"date":"2026-08-10T15:16:20","date_gmt":"2026-08-10T18:16:20","guid":{"rendered":"https:\/\/hsmailatam.org\/?p=6458"},"modified":"2026-08-10T15:16:21","modified_gmt":"2026-08-10T18:16:21","slug":"la-nueva-presion-de-los-rfps-digitales-sobre-los-equipos-de-ventas","status":"publish","type":"post","link":"https:\/\/hsmailatam.org\/en\/la-nueva-presion-de-los-rfps-digitales-sobre-los-equipos-de-ventas\/","title":{"rendered":"The new pressure of digital RFPs on sales teams\u00a0"},"content":{"rendered":"<p class=\"wp-block-paragraph\"><em>Megan O&#039;Neil, Convention Sales Manager, MGM Grand and The Signature, member of the Rising Sales Leader Council<\/em><\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">This article stems from a recent Rising Leader Council sales discussion focused on digital RFPs, lead response time, and the increasing pressure to respond faster than ever before. As AI tools and automated platforms become more commonplace, planners are increasingly expecting near-instant confirmations\u2014sometimes within hours, sometimes even sooner\u2014often without considering the internal complexity involved. Speed clearly impacts results, but the discussion prompted an important reflection on whether being the first to respond is, in fact, more important than being clear, accurate, and reliable.<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Several leaders shared that quick responses can be helpful when a relationship hasn&#039;t yet been established, especially since agile initial returns make planners look good internally and signal professionalism. This benefit, however, comes at a cost, as very quick responses immediately create an expectation of continuous agility throughout the entire sales cycle. If that pace isn&#039;t maintained afterward, the initial advantage can quickly disappear, sometimes taking the trust built up with it.<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">A recurring theme was the value of acknowledgment of receipt rather than immediate full delivery. A message sent at the right time, confirming receipt and establishing a return timeframe, often carries more weight than a rushed proposal lacking precision or internal alignment. Internal processes frequently slow responses, especially when they involve revenue analysis, inventory validation, or brand standards, and these delays are perceived by planners even when the reasons remain hidden from them.<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Personalization was repeatedly cited as the true differentiator. Smaller, simpler programs generally allow for a faster return on investment without compromising quality. In contrast, larger, more complex programs rarely do. Sending incomplete or overly generic proposals in the name of speed carries the risk of failing to address the client&#039;s true needs and compromising trust from the outset.<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">One comment clearly summed up the prevailing sentiment: \u201cIf you tell me when you\u2019re going to reply, sometimes that\u2019s as good as replying immediately, because at least I know you confirmed receipt.\u201d<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">The discussion ultimately reinforced the idea that speed alone doesn&#039;t win business. Defining expectations, delivering what was requested, and following up intentionally remain equally important factors, and in some cases, even more crucial.<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Questions for the teams<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Are the planners waiting for a proposal or response within an unrealistic timeframe?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">How do you define what constitutes a &quot;good enough&quot; response time, and how does speed influence winning or losing business?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In the quest to respond as quickly as possible, are personalization and accuracy being compromised?<\/p>\n\n\n\n<div style=\"height:13px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>","protected":false},"excerpt":{"rendered":"<p>Megan O\u2019Neil, Gerente de Ventas de Convenciones, MGM Grand and The Signature, miembro del Rising Sales Leader Council Este art\u00edculo nace de una discusi\u00f3n reciente del Rising Leader Council de ventas, enfocada en RFPs digitales, tiempo de respuesta a leads y en la creciente presi\u00f3n por responder m\u00e1s r\u00e1pido que nunca. A medida que las [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":6459,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[51],"tags":[33],"class_list":["post-6458","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ventas","tag-ventas"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La nueva presi\u00f3n de los RFPs digitales sobre los equipos de Ventas\u00a0 - HSMAI Latam<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hsmailatam.org\/en\/la-nueva-presion-de-los-rfps-digitales-sobre-los-equipos-de-ventas\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"La nueva presi\u00f3n de los RFPs digitales sobre los equipos de Ventas\u00a0 - HSMAI Latam\" \/>\n<meta property=\"og:description\" content=\"Megan O\u2019Neil, Gerente de Ventas de Convenciones, MGM Grand and The Signature, miembro del Rising Sales Leader Council Este art\u00edculo nace de una discusi\u00f3n reciente del Rising Leader Council de ventas, enfocada en RFPs digitales, tiempo de respuesta a leads y en la creciente presi\u00f3n por responder m\u00e1s r\u00e1pido que nunca. 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