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. Not everyone needs the most feature-rich systems.

Proposal 48

Proposal Software Software Scale 48

Sales and Marketing Management

OCTOBER 1, 2017

Since those days, the market has evolved into a robust industry with multiple types of platforms that include features like micro prescription of content, predictive delivery of content, content engagement analytics, automated proposals, coaching and training, and more. Additionally, there is constant turnover among vendors.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

Mr. Inside Sales

NOVEMBER 27, 2017

Option #4: “What don’t you see with our proposal that you see in others?”. Option #6: “Obviously you’re going to show this quote to your current vendor – if they match the price, will you just stick with them?”. [If Option #7: “How many times have you taken other quotes to your current vendor?”. [If

Proposal 124

Proposal Competition How To Insurance 124

Selling Energy

JULY 15, 2022

The one-page proposal format is remarkably effective. I envision a day where the majority of proposals presented by both vendors and their internal champions will be drafted on a single page, blank on the back. It's definitely the wave of the future.

Proposal 83

Proposal Vendor Sales Cycle Closing 83

Sales Gravy

FEBRUARY 4, 2025

By helping them present stronger bids or more compelling proposals, you become integral to their success. Nobody wants a vendor who goes dark when the pressure is on. Track Buying History Look at your records: are there customers or accounts for which you consistently provide proposals and never see a sale?

Customer 82

Customer Licensing Proposal Government 82

Sales and Marketing Management

MARCH 30, 2020

A vendor asks about your profit margins and why you can’t pay more for his service. What margins do your other vendor’s typically maintain? 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. .

Negotiation 279

Negotiation Margin Proposal Maximizer 279

Understanding the Sales Force

FEBRUARY 27, 2013

Their prospects are very nice, say a lot of the right things, express interest in your offerings, request proposals, presentations and quotes, and promise to follow up. Isn't that a lot like the sales calls your salespeople are conducting? Your salespeople return all excited about what they perceive as picture #1. "It

Decision Maker 215

Decision Maker Vendor Banking Call-back 215

Sales and Marketing Management

NOVEMBER 12, 2019

Responding to proposal requests is a slow process that adds time to the sales cycle. For many, the first step to answering an RFP is digging through old proposals to try and match the questions with questions that have been previously answered. Author: Beau Wysong RFPs are a pain. There’s really no way around it.

Benefit 217

Benefit Proposal Software Software 217

Understanding the Sales Force

JANUARY 22, 2024

So you ended the call and went to work on your proposal, an hours-long proposition in futility. Most salespeople thank the prospect for sharing and then start on their proposals, thinking about what they must do to differentiate. I had to dig in on what the ideal partner (never vendor or supplier) would be.

Closing 220

Closing Proposal Discount Decision Maker 220

SBI Growth

AUGUST 11, 2013

Oftentimes the QBR becomes a soapbox for vendors to tout what they have done. Few vendors are prepared, or willing, to do this. Address and discuss your proposed metrics. The sales QBR (Quarterly Business Review) is a convention that needs to be revamped or reconsidered. Does this scenario sound familiar to you?

Exercises 257

Exercises Face-to-face Vendor Churn 257

Understanding the Sales Force

JANUARY 14, 2014

Current Vendor. If a modern-day sales process is milestone-centric (key outcomes that must be achieved during a sales cycle), then a modern-day sales methodology must support those milestones. Let''s discuss a few possibilities. As sales processes go, the steps could be as simple as the following: Appointment. Qualification. Age of equipment.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

Sales Hacker

SEPTEMBER 14, 2020

Requests for proposals are a mixed blessing. The purpose of a request for proposal (RFP) is to solicit detailed information through a controlled competitive process usually controlled by the procurement department. And there is normally a period in which all vendors are allowed to submit questions for additional information.

Proposal 124

Proposal Government Vendor Hiring 124

Sales and Marketing Management

OCTOBER 14, 2019

First, your decision-maker is probably talking to people from many potential vendors, not just you. Ask the Right Questions Before You Make Your Proposal. That means you need to listen and understand what makes them one of a kind before you make your proposal, even if your offer won’t change that much based on what they tell you. .

Customer 239

Customer Closing Proposal Decision Maker 239

Understanding the Sales Force

JANUARY 22, 2014

Let me propose several areas in which we could measure effectiveness to achieve an overall effectiveness score, while also serving as forward-looking indicators of likely business: New - There are so many sales roles today, and each has a different level of responsibility for getting opportunities into the pipeline.

Proposal 235

Proposal Sports Sales Qualified Lead Scale 235

SBI Growth

MAY 31, 2013

Switching shipping vendors at this point wasn’t an option. Sal proposes that he personally make the delivery. Both the right and left sides are activated. The right side (creative side) is engaged and stimulated. Stories grip us and help us experience emotions. Every single alternative is booked solid because of the Ajax strike.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

SBI Growth

AUGUST 11, 2013

Oftentimes the QBR becomes a soapbox for vendors to tout what they have done. Few vendors are prepared, or willing, to do this. Address and discuss your proposed metrics. The sales QBR (Quarterly Business Review) is a convention that needs to be revamped or reconsidered. Does this scenario sound familiar to you?

Exercises 221

Exercises Face-to-face Vendor Churn 221

Understanding the Sales Force

OCTOBER 16, 2013

They claim to be happy with their current vendor. They would love to get a proposal from us. I''ll get us started with the first five and you can contribute some more: The prospect claims to have the money or money is no object. The Contact claims to be the Decision Maker and doesn''t need to get it approved.

Decision Maker 202

Decision Maker Proposal Vendor ACT 202

DiscoverOrg Sales

FEBRUARY 6, 2018

84% of respondents said Requests for Proposal (RFPs) and Projects/Purchase initiatives are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. Companies Comparing the Products of Other Vendors in Your Category. So what’s the most effective Opportunity data point?

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Scoring 238

The Pipeline

FEBRUARY 4, 2020

AE’s should do more, especially with better handoffs; leading to more quality proposals and a higher proportion of those accepted. Buyers over the last few years have shown that they are willing to take insight from vendors, but the insights must be on the buyer’s terms. Buyer Driven. As we have shared before buyers.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Allego

NOVEMBER 16, 2021

Create a Request for Proposal (RFP) and send it to qualified vendors. Top 10 Questions to Ask Your Sales Enablement Vendor. Choose the Most Qualified Sales Enablement Vendor. You’ll get the best results (and reach the most qualified vendors) when you send your RFP to a curated list of platform providers.

Vendor 71

Vendor Sales Enablement Distribution Scale 71

Understanding the Sales Force

JULY 29, 2013

This reminded me of the prospect that has a strong relationship with the incumbent vendor. Representing the competition were the ants - ready and willing to take anything that they could away from us. A bird was flying overhead ready to crap all over us. They sit there and wait for the perfect moment to make you look bad.

Groups 209

Groups Decision Maker Proposal Vendor 209

DiscoverOrg Sales

FEBRUARY 7, 2018

SPOILER ALERT : Across all categories, it’s Companies Comparing the Products of Other Vendors in Your Category. The most predictive Intent data point is Companies Comparing the Products of Other Vendors in Your Category. The most predictive data point in this category is Requests for Proposal / Pain Points.

Intent 145

Intent Data Opportunity Intent Data 145

Sales and Marketing Management

JULY 19, 2017

As an example, imagine a rep sitting around in a lobby, waiting for a meeting in which he or she really needs to convince a prospect to change and show contrast between you and your competitive alternatives (or their incumbent vendor, for that matter).

Training 214

Training Face-to-face Research Proposal 214

Score More Sales

MAY 19, 2014

when talking to a vendor. She has a huge sales opportunity with someone who asked her for a contract – not a proposal. One idea that can help new and veteran sellers alike is the idea to always set a next action: when leaving a voice mail message. when sending an email message. when talking directly to a prospect.

Call-back 214

Call-back Ideal Customer Profile B2B Conference 214

Score More Sales

JUNE 25, 2014

It’s always easy to say why something is not going to work – it is quite another to propose an alternative. Collaborate with vendors and business partners to differentiate and diversify. Become more focused on new ideas than being stuck on one specific one. Be open to criticism and ask for it to be constructive.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

Sales Hacker

NOVEMBER 9, 2020

Vendor Consolidation. Today, we’re seeing a continuous trend of vendor consolidation across multiple software categories. So, retaining existing customers will be key for vendors to withstand these turbulent times. Proposify and GetAccept lead in proposals with a 4.5 Adoption, implementation, and Payback.

Lead Scoring 133

Lead Scoring Lead Rank Trends Report 133

SalesFuel

MARCH 12, 2025

Armed with the detailed co-op information provided by AdMall, I was able to propose a comprehensive marketing plan that would effectively promote both their current business and their new location. The marketing plan I proposed for [my advertiser] included a variety of advertising formats designed to maximize their reach.

Advertising 59

Advertising Advertising Campaigns Retail 59

Sales and Marketing Management

JUNE 20, 2017

The experiment was structured to assess three areas critical to the effectiveness and reception of a price increase message: attitudes, how likely a customer is to renew, and how likely they are to switch to a different vendor. But here’s the catch: the current vendor partner is now asking for a price increase for the next two-year agreement.

Vendor 166

Vendor Hiring Discount Retention 166

Understanding the Sales Force

NOVEMBER 27, 2013

Practically speaking, most companies do not increase the number of vendors they decide to speak with. Your prospects are making the very same decisions about your demos and if your demo isn''t creating reaction #1 above, then the quotes and proposals that follow are sure to create.losses. No hurry - we can see it anytime. No interest.

Travel 251

Travel Decision Maker Insurance Insurance 251

Hubspot Sales

MARCH 13, 2025

I wish vendors would look at their product training costs and reallocate some funds to make their sellers better business consultants. They often provide quotes or proposals (activities) far sooner than they should. Transaction milestones should meld the prospects buying process with the vendors selling process.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Hubspot Sales

MARCH 22, 2018

Many salespeople become giddy when they see an RFP (Request for Proposal) that falls within their sales area. An RFP is a document issued by a purchasing company to a select group of vendors they believe can meet their company needs. What Is a Request for Proposal? Not so fast! But is it really? Is the Deck Stacked Against You?

Sales Qualified Lead 109

Sales Qualified Lead Proposal Vendor Decision Maker 109

Sales and Marketing Management

JANUARY 26, 2018

Some have operational and budget responsibilities; others would be personally affected by the investment that you are proposing. By the time they do appear on your radar, they may already have formed all sorts of misconceptions, or vendor preferences that may be very difficult to change. It’s called buying by committee.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. In one day I can easily have six or more sales calls that need a proposal. hpc saw a 20% increase in close rate.

Software 52

Software Software Maximizer Proposal 52

Cincom Smart Selling

FEBRUARY 20, 2025

5- Seamless Proposal Submission A formal proposal, complete with the full offer and proforma invoice, is instantly generated and sent to the customer for review. Ensure Seamless Integration Work with your vendor to integrate CPQ with CRM, ERP, billing, and other systems for smooth data flow.

Scale 48

Scale Company Discount Proposal 48

Cincom Smart Selling

MARCH 30, 2025

It assists businesses in configuring products, determining the correct pricing, and creating customized proposals for potential customers. Proposal Generation Creates well-structured quotes, proposals, or contracts with branding and compliance elements. Typically lack advanced configuration and integration capabilities.

Software 48

Software Software Discount Lead Rank 48

Understanding the Sales Force

JUNE 6, 2024

And most of the companies that reach out to me about their sales challenges complain that their win rates when attempting to win business away from incumbent vendors is quite low. My experiences seem to be consistent with everyone I know. Watch this four-minute video about the proper selling strategy when there is an incumbent involved.

Banking 145

Banking Proposal Vendor Customer Service 145

Pointclear

JANUARY 26, 2012

Let me go out on a limb and propose the top five media for your lead generation toolkit. Supplement your registration efforts with technology from vendors like NetFactor and Demandbase. But what are the most effective outbound marketing channels for kicking off a business relationship?

Media 233

Media netFactor Direct Mail Trade Show 233