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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Automated Marketing Campaigns: An Immodest Proposal

Customer Experience Matrix

For example, actions can be classified by broad types (cross sell, upsell, retention, winback, price level, product line, customer support, education, etc.)

Tips for pulling off a successful business event


71% submit an RFP: RFP stands for a Request for Proposal. It usually outlines everything about your event including available dates, pricing, and is a starting point for negotiations.

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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.

A Failure to Close

The ROI Guy

If you ask the average sales rep why the deal didn’t close, they’ll likely tell you “Price”. In fact, an Aberdeen survey of sales leaders indicated that “Price” was cited as the main reason 73% of the time, far beyond any other supposed cause. However, when buyers were surveyed, they provide completely different reasons as to why they decided to not move forward with your proposal. Clearly, from a buyers’ perspective, it’s not about price at all.

B2B Buyers: It’s all about the Benjamins

The ROI Guy

Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. And these pricing discussions need to be proactive. Moving beyond just initial price, TCO was more important to savvy Sr.

11 expectations to have from a great SEO proposal


One way is to ask for a proposal. Fortunately, there are ingredients that distinguish great SEO proposals. What makes a great SEO proposal? Keyword Research is a foundation to an SEO proposal. Did this help you understand what makes a great SEO proposal?

78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)


Mark Price summarizes a Fast Company case study on how restaurant chain Houlihan’s engaged their best customers through some exclusive social media programs to increase sales and profits, and what other social media marketers can learn from the chain’s experience. With the amount of helpful content about social media marketing growing faster than Facebook’s user base or Lindsay Lohan’s court appearances, it’s tough to keep up.

5 Sales Blunders to Avoid when Prospects Are Ready to Buy

Sales Intelligence View

Listening is especially important when you’ve passed a proposal to your prospect. Asking to revise a proposal when it’s in your prospects hands demonstrate poor form and a lack of professionalism. Not addressing these last minute concerns about price or delivery date is a mistake.

The Single Most Important Element for Increasing B2B Lead Gen and Sales


In the physical world, minimizing friction is how Elon Musk’s proposed hyperloop could transport commuters at speeds approaching 600 miles per hour. High initial price point. Not only does this make price less of an issue, but also reduces risk for the buyer.

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. Know your competitors prices and the fear, uncertainty, and doubt they spread in the market about your products.

The T Shaped B2B Marketer: The Importance of Being Deep and Wide

MLT Creative

I was first introduced to the idea of a "T shaped marketer" in Mike King's session " Technical marketing is just the price of admission " at Inbound 2015. The solution to this predicament that many have proposed is the "T-shaped marketer.".

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.

A Primer on Sales Competitive Battle Cards

The Effective Marketer

Add different search criteria like <competitor name> proposal filetype:pdf to find documents in PDF with ‘proposal’ in them. – site: use the ‘site’ parameter to limit the search to a specific website, like in ‘pricing site:www.acmesoft.com’.


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.

A New Generation of Marketing Metrics & the ROI of Better Data


Output : Inquiries, proposals, demo requests. In addition to lowering the cost of database maintenance by decreasing unnecessary bloat, marketing teams can consolidate vendors and negotiate lower pricing with fewer parties. Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers.

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The Most Important Force for Increasing Leads and Sales


In the physical world, minimizing friction is how Elon Musk’s proposed hyperloop could transport commuters at speeds approaching 600 miles per hour. High initial price point. Not only does this make price less of an objection, it also reduces risk for the buyer.

Overwhelmed by Email? Here Are 11 Great Tools for Organizing Your Inbox


Price: Free. Price: Free. Price: Free; Paid Versions Available. Price: Free. Price: Free; Paid Versions Available. Price: $2/month. Price: Free. Price: Free; Paid Versions Available. Price: Free; Paid Versions Available. Price: Free.

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.

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. With CPMs often below $2.00, price alone makes a huge difference.

50 Ways to Use Video Messaging to Make Business Personal Again


Product marketing: Record custom videos to educate your customer-facing teams on new product, positioning and pricing updates. Sales proposal walkthrough: Ensure all the final decision makers understand your value by recording a short video walkthrough of your sales quote or proposal.

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Predictive Marketing Vendors Look Beyond Lead Scores

Customer Experience Matrix

Conceptually, this is exactly the model I have proposed of “do the right thing, wait, and do the right thing again”. Mintigo’s actual implementation is considerably messier than that, but such is the price of working in the real world.

Salespeople Must Accelerate Response or Fail


The sales representative said that he would set up the call with the SE and get the proposal to the prospect within the next five days. The proposal, he said, would cover the install time and requirements. Our competitor had already quoted a price, the SE was probably available, and we already knew the average install time. As for the proposal and quote, let’s you and I finish this by 4 p.m. We got the proposal to the prospect that afternoon, before the promised time.

Avoiding Last Minute Deal Breakers

Sales Intelligence View

Put a price on something tangible before you ask for a lump of money. Rather than pestering your prospect and asking when they’ll sign a proposal, offer something useful so you stay top of mind and demonstrate continuous value to them.

If it is too good to be true, it is! Sales Managers protect yourself…

Your Sales Management Guru

We need your best proposal by tomorrow so we can present to our CEO to make a decision Friday. There may be a real opportunity but before you jump and send the requested sales proposal, why not back up the prospect a bit and schedule a call or visit with the key people? The subordinate who is given the task to get the proposals may think there is a decision about to be made, but an experienced sales person will know that is unlikely. If it is too good to be true, it is!

A Failure to Communicate Value

The ROI Guy

By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. To enable sales reps and partners to evolve to better value-focused conversations and proposals.

Three Challenges that will Impact Your 2016 IT Sales and Marketing Plans

The ROI Guy

YoY, with significant pricing pressure. Can they defend you selection and price against competitors and discounts? If your proposals are more than $500k, you now average 10 stakeholders per decision.

Hard lessons agency customers need to learn about social media marketing

grow - Practical Marketing Solutions

For about a year I prepared countless pitches, proposals, and webinars for our agency customers … who bought almost nothing. While it’s true that it may cost nothing to set up a Facebook page, Twitter account or YouTube channel, the real price of social media is often mis-judged.

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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.

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.

How to overcome the fact that people are NOT reading your emails

grow - Practical Marketing Solutions

Curiousity attempt / indirect call-to-action to open my attachment] My pricing for a project of this scope is XYZ. Qualifying statement] We can get started on a proposal as soon as I get the green light from you. By Brooke Ballard, {grow} Contributing Columnist.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

Requested pricing. Requested a proposal. Maybe they've: - Requested a consultation - Requested pricing - Requested a proposal. By Brooke Sellas, {grow} Contributing Columnist. How do you get to know your prospects?

And now, some shameless promotion of eMagine: Why Partner with eMagine?

EMagine B2B Blog

We deliver what we promise, when we say we’ll have it done, for the price we promise. If the pricing is significantly lower than others, do the numbers really add up?

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


These can take on many forms such as; Purchasing related keywords e.g., “RFP” or “proposal” or “quote”. Comparisons, cost, and pricing terms.

5 Powerful Tips to Create an Amazing Call to Action


Only 27 percent selected the 1-cent Hershey’s Kiss, even though it was priced much lower than the Lindt truffle. He made the Hershey’s Kiss free and dropped the price on the Lindt truffle to 14 cents. It’s like giving someone a marriage proposal prior to a first date.

Sales Leadership: Has your team watched Pawn Stars?

Your Sales Management Guru

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. He then asks the person what they want in terms of money for the item, he proposes a price and banter between salesperson and customer (Rick) continue until they settle on a price.

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How to Match Great Content to Your Sales Funnel

Modern Marketing

This is the point where sales decks, presentations, proposals, and pricing come into play. In the B2B marketing world, the buying cycle is long. Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale.

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The Biggest Opportunities for Agencies in 4 Charts


1) 57% of agencies win less than 50% of proposals sent. Depending on how in-depth your agency's proposals are -- the length, the amount of research you do, how much you give away (i.e., the strategy), and design -- creating a proposal can be a time-consuming and arduous process.

Do You Believe in Industrial Websites?

Industrial Marketing Today

This is who should be talking to web development companies about their capabilities and prices. Don’t task an admin assistant to call around for prices and fill out a spreadsheet. Ask for web design proposals that detail full scope of work, delivery milestones and total cost of the project. After going through these steps, you will be in a much better position to evaluate different web design proposals. Just like the classic ’60s hit song “Do You Believe in Magic?”