Tools To Develop Winning Sales 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:
- Evaluate current sales and proposal processes and activities
- Implement a consultative sales process, if needed
- Develop proposal process tools:
- Integrate and test the integrated processes using the tools
- Train the sales force to use the integrated processes and tools
- Measure results - Proposal Close Ratio
- 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:
- Design Tips
- A Reference Library
- Sales Proposal Architect Software to help you create winning proposals
- And a free Proposal Evaluation Diagnostic allowing you to rate your proposals on 25 different criteria.
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.
Voice of the Editor
Which isn’t completely true. I mean, occasionally I drop by when I manage to sneak out of the nonstop frat party over at Going Concern, but I’m mostly a wallflower over there. I’m happy to say that I’ve been given express permission (or explicit orders, if you like) to wander over here to AccountingWEB more often.
Why is that, you might ask? My job is to replace the irreplaceable Gail Perry as Editor-in-Chief. What does that mean? I don’t really know! I think it’ll be fun getting a feel for things, throwing in my own thoughts here and there, and listening to the discussions you’re having about the accounting profession.