Tag: proposals

The Sales Rep vs The Sales Expert

Ryan Estis posts a great blog on the value of sales positioning and how the role of the sales professional has changed in the last ten years, including this slide on the difference between the sales rep and the sales expert.       I’ll give you two shots on who wins more business, but …

Six Steps to a More Effective Sales Proposal – 2. Don’t Feature Dump

In the first installment of my series “Six Steps to a More Effective Sales Proposal“, I outlined the importance of focusing your proposal directly on your customer’s goals and concerns, rather than on your company’s accomplishments and background.  The second step to writing a sales proposal that will increase your capture rate is to avoid …

Six Steps to a More Effective Sales Proposal – 1. FOCUS ON YOUR CUSTOMER

Not a week goes by that I don’t receive an unsolicited, impersonal pitches promising to help draft better sales proposals. I’m sure you’ve seen them. They all seem to start like this: This class will…. This speaker will…. This “award-winning” training will…. Blah, blah, blah. Isn’t it ironic that these mass mailings – full of …