When you are engaged in a complex sales process in which you are meeting face-to-face with the potential buyers, you know how to interpret what The Whale Hunters calls “The Buyers’ Table”–the literal and figurative table around which your team interacts with people from the whale’s team who will influence the final decision of whether or not to buy from your company.

But when you are engaged in responding to an RFP or RFQ, are you still paying as much attention to the buyers?