Sales Hacker

FEBRUARY 8, 2021

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. Why your prospect hates your proposal.

Proposal 136

Proposal Prospecting Vendor Follow-up 136

Cincom Smart Selling

FEBRUARY 25, 2025

Quote and proposal software has generated a lot of buzz. Postings on social media, commentary from industry analysts, as well as user and vendor blog posts and white papers, all offer advice and information about automating the quote and proposal functions within the enterprise. Price, sophistication, and performance widely vary.

Proposal 48

Proposal Software Software Scale 48

The Pipeline

JANUARY 26, 2021

The less proposals you need to generate, or people going through Discovery, the more time you have to focus on improvement initiatives. Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. Churn Is Not All Bad.

Churn 310

Churn Quota Margin Exercises 310

Sales Gravy

JANUARY 14, 2025

Opportunities in Pipeline Opportunities-to-Proposal Ratios Proposal-to-Closed Deals Ratios Upsells, Cross-Sells, and Expansion Deals By mapping out how each step in your funnel converts to the nextcalls to first appointments, first appointments to proposals, proposals to closed dealsyou can see exactly where to focus in the new sales year.

Data 98

Data Tools Intent Data Top of Funnel 98

The Pipeline

OCTOBER 30, 2014

He had time set for writing account reviews, Thursday afternoons, this way if he had to get something from the clients he still had time in the week. Proposals were done on Wednesdays and Mondays, all he had to do is set the right expectation from the buyer. And so it went. What’s in Your Pipeline? Tibor Shanto .

Prospecting 300

Prospecting Cold Calling Quota Top of Funnel 300

The Pipeline

AUGUST 18, 2014

TS: But at that point, they just ask for the proposal, and away we go. TS: But once you present the proposal, it’s done, no back and forth, no negotiations, no price haggling. VP: Rarely, we have to help them maneuver internally, that’s why we end up doing multi demos, and data crunching, all the players involved.

Conference 303

Conference Proposal Call-back Negotiation 303

Selling Essentials RapidLearning Center

JANUARY 29, 2025

One day, Joys sales manager tells her they need to expand this account to make up for a slowdown in new business. Figuring out new proposals will be a huge project, she thinks, Ill take care of Carlo first, then get back to the new regions. But weeks go by, and she never gets back to account expansion. Joy agrees.

Account 52

Account Call-back Analysis Face-to-face 52

The Pipeline

JULY 20, 2017

First, we start with accountability, mutual, what the manager brings to the mix, and the specifics the rep is accountable for. Unless you are specifically assigned to certain size accounts, you can choose to pursue accounts that will yield more per cycle. It’s much easier to approach things from a one size fits all lens.

Proposal 223

Proposal Quota Account Call-back 223

The Pipeline

JULY 17, 2014

We agreed that based on the exchange they would forward a proposal by the following Monday, and “follow up with in a few days of sending.” Here we are more than month later, no proposal – no follow up. First mistake, they should have confirmed a time, especially with people not tied to their desk.). B) They are useless. Tibor Shanto

Follow-up 282

Follow-up Sales Methodology Trade Show Proposal 282

The Pipeline

JULY 7, 2021

I firmly believe that with numbers come accountability. Simple questions, like of ten prospects who enter Discovery, how many will take a proposal. It is accountability. They can escape accountability for next steps, stages of the cycle, timelines, connections and more. Behind The Numbers.

Discount 361

Discount Quota Sports Objections 361

Hubspot Sales

SEPTEMBER 28, 2020

The answer to these questions is yes if your CRM and accounting software are working in tandem with one another. Why Integrate Accounting Tools with Your CRM. The easiest way to understand where revenue is coming from is to integrate your accounting software with your CRM. Best for: Robust accounting support.

CRM 135

CRM Account Sage Tools 135

Understanding the Sales Force

NOVEMBER 13, 2013

Who is holding them accountable and allowing this malpractice to continue? They aren''t asking the questions they need to ask and, when they are, their questions aren''t the right questions at the right time and they don''t serve to demonstrate added value. It''s their sales managers, who are almost as much in the dark as their salespeople.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Sales and Marketing Management

MARCH 30, 2020

Are their proposals value based? By probing and actively listening you learn what the other side wants to achieve, what they fear, and what they most value, prior to making your proposal. . Good negotiators move slowly and are always exchanging value during the back and forth phase of the proposal exchange. .

Negotiation 279

Negotiation Margin Proposal Maximizer 279

Sales Gravy

DECEMBER 2, 2024

Last week, I was out with a field sales rep, and we called on one of his large conquest accounts. The rep was frustrated because every proposal he’d given them had stalled in the pipeline. Last week, I was out with a field sales rep, and we called on one of his large conquest accounts.

Strategy 95

Strategy Call-back Proposal Field Sales 95

The Pipeline

JUNE 8, 2017

Numbers = Accountability. Knowing your key conversion numbers gives you the power to take charge of your success and be accountable for your results. Proposal to Close. Discovery to Proposal. Numbers 1 & 4, will require you to change your territory and account planning, while challenging who you prospect and how.

Proposal 228

Proposal Quota Commission Territories 228

The Pipeline

FEBRUARY 12, 2019

They need to know: Average deal size (or annual value of an account). The average conversion rate of Proposals to Close. Number of prospects in Discovery that move to Proposal. I am assuming that they know their quota, as it is provided by someone else. Number of initial meetings that move forward to Discovery.

Closing 292

Closing Quota Proposal Face-to-face 292

Sales Gravy

FEBRUARY 4, 2025

By helping them present stronger bids or more compelling proposals, you become integral to their success. Track Buying History Look at your records: are there customers or accounts for which you consistently provide proposals and never see a sale? Identify these patterns. Identify these patterns.

Customer 81

Customer Licensing Proposal Government 81

Hubspot Sales

JULY 22, 2024

Types of Business Emails How to Write an Email to a Potential Customer Sample Business Introduction Letter to Prospective Clients Sample Email to Approach New Client Tips for Sending Proposal Emails to Clients What is a business email? They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

The Pipeline

JANUARY 23, 2014

I could hear Joe chuckle as he calmly replied, “every dollar of value you sell from the time you prospect them, take them through information gathering, through to proposal, also goes to the bottom line, but I don’t have to add an unnecessary stage to the sale, I’d rather sell it, then negotiate it.”. Let me know. What’s in Your Pipeline?

Negotiation 296

Negotiation Proposal Course Objections 296

The Pipeline

OCTOBER 23, 2017

I understand that there a lot of demands on a sales person’s time, the importance of focusing on current customers; I understand the importance of finishing that proposal, doing a demo, and all the things we signed up for as sales professionals. No Distraction. These newbies have nothing else to focus on but that.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

DiscoverOrg Sales

FEBRUARY 6, 2018

Most (78%) sales and marketing professionals are already collecting data and using it to score accounts on the basis of fit, propensity, or readiness to buy. Fit data includes basic demographic, firmographic, and technographic information at the account and contact level. These include data points such as: Industry. Job function.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Sales and Marketing Management

APRIL 1, 2019

It could be taking a sales psychology course, improving writing skills to create better proposals/presentations, or sitting with another team in your organization to better understand how they deliver value to the customer. Excellent at coordinating sales activities of each member of the account team.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. Determined in advance, measurable and quantifiable, they are instrumental in helping to assess progress, and plan course correction if needed. You often hear sales managers and director speak of how they are doing against their KPI’s. What’s in Your Pipeline?

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Pipeliner

AUGUST 20, 2022

The journey from serving small and medium-sized accounts to winning business with major accounts can be a long one. The key decision-maker in the new account was an ex-client that the CSO’s organization had effectively served for years, paving the way for the big win. That’s the major account world.

Account 98

Account Pharmaceuticals Decision Maker Enterprise 98

Sales Hacker

AUGUST 8, 2022

It’s time we take an honest look at the relationship that strong proposals have on a buyer’s decision-making process. After analyzing nearly 570,000 proposals sent in 2021 (from companies of all sizes), PandaDoc has learned what works, and what doesn’t, in composing a winning proposal. Ways to control your proposal process.

Buying Cycle 97

Buying Cycle Proposal Enterprise Enterprise 97

SBI Growth

MARCH 11, 2013

Competitive proposals were already submitted. Hold yourself accountable to achieve these milestones and lead the sale through to close. He brought case studies, a company history, and press releases as back-up. Bill assumed this first meeting was also the first step of the Buyer’s process. He was completely misaligned with the Buyer.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

Sales and Marketing Management

JANUARY 26, 2018

Your sales team knows this, and they spend the majority of their time nurturing the best accounts, following the classic 80/20 rule. But it’s much more efficient to identify and prioritize the accounts most likely to generate the most revenue. Why shouldn’t marketing do the same? So what about more being more? Here’s why.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

Understanding the Sales Force

JANUARY 9, 2024

” While some of those quotes or proposals convert to sales, many more do not. The salesperson may be invested in the account, but the salesperson is not invested in them, their success, or their life.

Proposal 201

Proposal Call-back Account Conversion 201

SBI Growth

AUGUST 31, 2013

Accountable - The culture is built on accountability to meet targets and expectations from the top on down. Hank proposed that Dani work on a common vision for the sales force. A continuous message permeates about getting it done and making efforts, not excuses. That was a common vision for the sales team.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. 4 reasons why marketing accountability is on the rise: Offline results must be measurable in addition to online marketing efforts.

ROI 117

ROI Account Lead Rank Marketing 117

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Take it further: Check out this article on AI sales assistants to see how these tools can log customer notes, generate proposals, outline next steps, and more.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Partners in Excellence

MARCH 5, 2025

We look at our pipeline activities, how many first meetings, how many demos, how many proposals, when are we going to close, what discounts are we providing. The “customer” is reduced to a number–net new logos, retention/renewal, number of strategic accounts, major accounts, SMB.

Customer 97

Customer Analysis Retention Social Media 97

No More Cold Calling

JUNE 10, 2021

My next question was key: Do you have a referral methodology, a system with a written strategy, metrics, skill-building, and accountability for results? He knew how to write a proposal that sold, and it did. Yet, few companies still don’t have a referral system with a strategy, metrics, skills, and accountability for results.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Zoominfo

AUGUST 7, 2020

Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account? Sales reps, execs, and marketers have a singular record for every contact and account. These profiles help with predicting account targeting and factors for optimal lead conversion. It’s frustrating.

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

Understanding the Sales Force

OCTOBER 25, 2023

If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate. Hold everyone accountable to change. I was lucky.

Outsourcing Services 201

Outsourcing Services Territories Proposal Sales Methodology 201

Understanding the Sales Force

DECEMBER 22, 2014

How many new sales or accounts are required? What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take? Multiply that by the number of new sales or accounts required. You now have the activity required.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275