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Why You Should Never Email a Proposal


Your team has spent hours researching, writing, and refining a proposal your prospect was eager to receive. Was it the content of the proposal? You can't automate the sales process, but you can make sure that you create fewer proposals that are ignored. How to Present a Proposal.

How to Talk About Pricing Without Scaring People Off


Pricing. After all the excitement of attracting a potential new customer, pricing seems like such a killjoy. But pricing is just as important a concept to communicate as the features of your product or the benefits of your service. Should You Put Pricing on Your Website?

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10 Best Professional Services Proposal Tips

Hinge Marketing

Tired of competing on price alone? Forget What You Think You Know About Professional Services Proposals. Having said that, there is no reason why your professional services proposal should look and read just like every other firm's. Skip the proposal.

How to Win More Proposals by Interviewing Your Prospects


I’ve been writing proposals for over a decade, and it’s probably fair to say that I loathed the entire process for the longest time. Actually, 90% of my proposals were accepted because of something much simpler: prospect interviews. Proposals Start Way Before You Propose.

What a Buyer Wants: Personalized Advice, Business Value and ROI

The ROI Guy

Today, B2B buyers expect solution provider to know exactly how any new product will ultimately benefit their business – the business value of the proposed solution.

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Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015

The ROI Guy

E conomically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC). So how well do you deliver the financial business cases / ROI that CFOs demand?

More Stakeholders and Business Involvement Driving Longer IT Decision Cycles and Discounting

The ROI Guy

The increased involvement of Business Decision Makers (BDMs) has driven up the need for business cases to provide quantifiable bottom-line justification. study indicated that 50% of IT budget decisions now require financial business case justification.

Meeting Objections at the Close of a Sale

Sales Intelligence View

Furthermore, at the end of a B2B sales cycle, proposals pass by legal departments and through development and finance teams. For example, if customers question your plug in capabilities all the time, find one who’s satisfied, produce a case study, and market it to prospects.

Live Webcast: Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

Alinean business case Business Value Consulting Channel Partners Dave Stachura Pisello ROI Selling Value SellingThursday, February 9, 2017 11a ET Featuring: Tom Pisello, Alinean CEO / Founder and Dave Stachura, Alinean VP, Customer Success In an effort to reduce costs and boost sales, you enter 2017 under the gun to deliver even more business growth from your Channel Partners. But simply adding more partners won’t do the trick.

IDC Interview: Financial Justification a Requirement for Technology Buyers

The ROI Guy

One thing that hasn’t changed is the need for understanding and quantifying the business value outcomes of proposed solutions is a requirement for a whopping 95% of decisions. IDC indicates that 81% of buyers expect vendors to quantify business value of proposed solutions.

Banners Don’t Drive Leads in B2B Marketing

Digital B2B Marketing

Lead generation is still one of the top objectives of enterprise B2B marketers and many B2B publishers continue to propose banners as a way to deliver leads. Every rule has an exception, in this case the exception is retargeting.

A Primer on Sales Competitive Battle Cards

The Effective Marketer

Note: In some cases you may create what I call a “competitor profile” which is NOT a battle card per se. Add different search criteria like <competitor name> proposal filetype:pdf to find documents in PDF with ‘proposal’ in them.


For Sale, Not On Sale - The True Cost of Discounting and What to Do About It

The ROI Guy

There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing. A lack of substantial differences in your solutions and sales / marketing approach are leading you and your competitors to make price the key differentiator.

Best Way to Reduce Discounting: Better Negotiating or Value Selling?

The ROI Guy

There is more pressure than ever on suppliers to lower their prices and offer steep discounts. The rise of the B uying Committee has added to price pressure. With little vested interest and with inadequate time to review competing proposals, the team tends to focus on price above much else. And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal.

Are you ready for even more decision makers per deal in 2014?

The ROI Guy

The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision. For business services, you not only have to appeal to the business leader, but provide a solid business case to the CFO and defend pricing to procurement.

An SEO’s Guide to Bottom-of-Funnel Keywords


This isn’t always the case, but in general (and depending on your sales cycle) it can be a strong indicator. These can take on many forms such as; Purchasing related keywords e.g., “RFP” or “proposal” or “quote”. Comparisons, cost, and pricing terms. Case studies.

CFOs are Large and in Charge of Buying Process in 2012

The ROI Guy

Price/value relationship (60%) 3. Provide ROI justification – prove that the proposed solution can deliver substantial cost and labor savings, improved productivity and efficiency, and/or incremental revenue, providing a substantial ROI and quick payback; 4.

5 Powerful Tips to Create an Amazing Call to Action


And in most cases, these changes aren’t the big stuff; they mean swapping out a few words, changing the color or simply rearranging placement. Only 27 percent selected the 1-cent Hershey’s Kiss, even though it was priced much lower than the Lindt truffle.

Sales Leadership: Has your team watched Pawn Stars?

Your Sales Management Guru

In both cases I recommended that each salesperson should watch two episodes of Pawn Stars, a popular show on the History Channel. What I want the salespeople to see is the owner; Rick, review the items people are bringing in, determine their real value to him, sets a price in his mind that he will pay and then begins to negotiate with the person selling the item to the store. In some cases he brings in an “expert” to help he set that value.

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How to Match Great Content to Your Sales Funnel

Modern Marketing

Whether it's product-related webinars or case studies, content is still high level and helpful, but it's more actionable when it comes to your offering. This is the point where sales decks, presentations, proposals, and pricing come into play.

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7 Creative Examples of Bottom-of-the-Funnel Marketing


Leads low in the funnel need something beyond the standard pricing info and a few testimonials. Case Studies for Various Industries. To help bottom of the funnel leads better understand how they can use their platform, they’ve created a page loaded with case study resources.

Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016

The ROI Guy

Economically Focused – today’s IT buyer is more frugal, with over 95% of technology purchase decisions now requiring a formal business case, with quantifiable ROI and fast payback (IDC). So how well do you deliver the financial business cases / ROI that CFOs demand?

The Three E's of Boosting Sales Productivity

The ROI Guy

3) Engagement – making sure that sales reps can have relevant conversations with prospects – being able to communicate and quantify insights and the value of proposed solutions in a way that is personalized, unique, memorable and "impactful".

Marketo Conference: Small Changes, Big Picture

Customer Experience Matrix

The appeal of the platform model is obvious: platform systems are quasi-monopolies (or actual monopolies), so their owners can charge high prices while the app developers compete brutally with each other and must keep prices low.

How to Choose the Right Predictive Analytics Tool for Account-Based Marketing


In such cases, the vendor needs to be able to report on issues such as the ongoing impact of marketing interactions and their effect on customers’ lifetime value to the company. Once you identify the requirements, take the time needed to get detailed proposals based on your specific situation.

SMB a New Year Bright Spot for IT Sales and Marketing?

The ROI Guy

Leveraging research white papers, case studies and diagnostic assessments, sales and marketing can help increase opportunity awareness and prioritize that important IT infrastructure or business solution. Tip #2: Prove that there is a “cost of doing nothing” – armed with research, case studies and tools, sales and marketing can help quantify that the status-quo is costing the organization more than expected.

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The Importance of Business Research for Your Firm: Top 10 Questions to Drive Growth & Profitability

Hinge Marketing

In either case, ignorance of true competitors seldom helps you compete. How should you price your services? In my experience, most firms overestimate the roll price plays in buying decisions. In some cases, we’ve seen clients reveal previously hidden strengths.

Death of a Salesman? Forrester says Yes.

The ROI Guy

Explainers – who have been leveraged in the past to convey information about various solutions, are next most at risk due to buyers being able to find this relevant content online more effectively in most cases than from the Explainer sales rep.

Truth Is Better Than Fiction: Why Marketers Need to Lean into Authenticity


All of this can be used to build the case for our product. A former colleague once told me a story about a time he needed data for a proposal. I can spin this data any way you need to prove your case. There are a host of manipulative marketing tricks in the books, like pricing, sales, and sense of urgency. They may still go for the items priced ending in a 9, telling themselves that they’re getting a deal. Authenticity.

7 Negotiation Techniques That'll Boost Your Power at the Bargaining Table


It feels like the client has all the power once you send the contract or proposal over. When the client starts asking you to cut this price or change this timeline, you do so because you don''t want to lose the account. Consider these two questions: What price would work for you?

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APQC Provides 3 LTV Case Studies

Customer Experience Matrix

The APQC formerly American Productivity and Quality Council) recently published “ Insights into Using Customer Valuation Strategies to Drive Growth and Increase Profits from Aon Risk Services, Sprint Nextel, and a Leading Brokerage Services Firm ,” which provides three mini-case histories that may help. Results were used for planning, pricing, and to change how clients were serviced, and have yielded substantial financial gains.

10 Tips for Selling in Influencer Marketing to Senior Management

Onalytica B2B

While you can be optimistic and outline the best case scenario, keep it realistic. Have more people been visiting your pricing page as a result? Once you’re aware of them you’re better equipped to make reference to and directly link them to what you’re proposing.

Manufacturers Need Lead Management to Close the RFQ Gap

Industrial Marketing Today

During my internal discovery process, in nine out of ten cases, I’ll hear the President/CEO/Owner of manufacturing or industrial companies tell me one of their goals is to double the volume of RFQs they generate. I have to make a strong business case before I can even get their attention. Step 2: Show them why it is a bad idea to treat all leads the same and jump right into creating a detailed price quote or RFQ.

What is an Interactive White Paper?

The ROI Guy

Qualitative content, customized interactively for the white paper, can include: Case studies aligned to industry, geographic location and size Product recommendations based on pain points and intelligent solution recommendations Customized competitive comparisons to other solutions being considered Benefit statements aligned to the prospects role in the buying cycle N ext step recommendations based on the buyers stage in the buying cycle.

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Can Your Sales Reps Handle these Four Key Buying Objections?

The ROI Guy

To them, your proposal sounds good, but how do they know you can actually deliver on the promises you are making. 3) Drawback A drawback highlights a perceived shortcoming in the solution by the buyer – a missing feature or function, or a common one today: that your price is too high.

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Want to Work Better With Your Freelancers? Here are 9 Things They Wish You Knew


In some cases, this actually helped them to accomplish their goals and stay on budget while enabling me to earn more and obtain repeat business. 5) “Don’t reduce our relationship to price alone.”. Once upon a time, I worked as a freelancer.

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9 Reasons Why Your New Business Program Is Failing


A significant majority of agencies don't have a single employee dedicated to new business development, leaving a critical gap in their ability to acquire new clients: Data from The Agency Pricing & Financials Report. The more you understand, the more relevant your proposal will be.