Tools To Develop Winning Sales Proposals

Bob Kantin, President of SalesProposals.com, a sales and marketing consulting firm in Dallas, presented a workshop for AccountingWEB this week on writing winning proposals.

Some key points that were covered:

  • Understanding the difference between transaction sales and complex sales
  • When to use a boilerplate proposal and when to develop a strategic proposal
  • Connecting the consultative sales process with the proposal development process
  • The five sections of a preferred proposal structure
  • Using proposal models and sales tools

According to Bob, the key to an effective winning proposal system is in the implementation. Here are the implementation steps to ensure that the process will work:

  1. Evaluate current sales and proposal processes and activities
  2. Implement a consultative sales process, if needed
  3. Develop proposal process tools:
  4. Integrate and test the integrated processes using the tools
  5. Train the sales force to use the integrated processes and tools
  6. Measure results - Proposal Close Ratio
  7. Periodically reevaluate and enhance processes and tools

Be sure to check out the transcripts of the session for complete details on all of the above!

SalesProposals.com also has some great resources on its website. A sampling:

Be sure to spend some time reviewing the wealth of resources available on this site. Our thanks again to Bob Kantin for presenting the workshop and making these resources available to AccountingWEB members.

You may like these other stories...

Read more articles by Sally Glick here.Most CPA firms, of any size, focus on building their brand—having a strong reputation—in their target markets. The larger the firm, the more resources it has to deploy, from...
Mark Feinsot combines a former career as a pilot and current work as a CPA to offer accounting and tax services to the aviation industry. That work as a specialist puts him on the cutting edge of a growing trend in...
There is a huge competition in the accounting field to get more clients. Large firms have in-house marketing and PR teams to take care of business development. Small firms, however, need to be strategic in their marketing...

Already a member? log in here.

Upcoming CPE Webinars

Aug 26
This webcast will include discussions of recently issued, commonly-applicable Accounting Standards Updates for non-public, non-governmental entities.
Aug 28
Excel spreadsheets are often akin to the American Wild West, where users can input anything they want into any worksheet cell. Excel's Data Validation feature allows you to restrict user inputs to selected choices, but there are many nuances to the feature that often trip users up.
Sep 9
In this session we'll discuss the types of technologies and their uses in a small accounting firm office.
Sep 11
This webcast will include discussions of commonly-applicable Clarified Auditing Standards for audits of non-public, non-governmental entities.