Trending Sources

Why You Should Never Email a Proposal

Hubspot

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.

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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.)

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The odds of winning a Request for Proposal (RFP)

Confluent Forms

Image courtesy of Wikipedia We often hear the knee-jerk response " nobody ever wins RFPs " as the answer to why someone should or shouldn''t respond to Requests for Proposals, and even when the odds aren''t asked, but instead advice is being sought.

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How to Win More Proposals by Interviewing Your Prospects

Hubspot

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.

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5 quick tips to writing better proposals (RFP responses)

Confluent Forms

We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". articulate what makes you the best choice (and not the price!)

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How to Spot a Bad SEO Proposal

Vertical Response

Getting worked over by a bad SEO proposal can not only cost you some serious coin, but can get you in trouble with Google, which can sink your business in the search results. We’d be willing to bet that ol’ Larry didn’t put in a few hours work before sending you this bold SEO proposal.

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How to Talk About Pricing Without Scaring People Off

Hubspot

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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Your proposal lost. Conducting a RFP post-mortem

Confluent Forms

The harsh reality is that more often than not your proposal will not win the project during a Request for Proposals. If you've been following our blog articles regarding Requests for Proposals you are familiar with our repeated philosophy of being selective in the RFPs you respond to as well as developing an objective means of selecting the right RFPs to respond to. We put time into a proposal because, well, even though the chances are slim, we could pull an upset and win!

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From Proposal Requests to Getting Approvals: 6 Email Templates to Make Agency Communication Easier

Hubspot

1) When a Prospect Requests a Proposal. We don’t create proposals at this point in the process as we’re a results-driven agency, meaning we need to better understand your business, challenges, and needs to be able to determine if and how we can help.

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Tips for pulling off a successful business event

Biznology

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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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.

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Sellers: How To Calculate Your Value? – The Value Equation

Buyer Insights

You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority.

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11 expectations to have from a great SEO proposal

Biznology

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?

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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.

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Why You Should Be Writing Fewer Proposals

E-Quip

The verdict is in: Writing fewer proposals typically increases both your win rate and your sales. That, at least, is the consensus of the many sales and proposal experts I "surveyed" via a Google search. They fear dire consequences if they reduced the number of proposals.

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9 tips for running a considerate procurement RFP process

Confluent Forms

Be upfront with bidders Creating a winning proposal can cost thousands, even hundreds of thousands, of nonbillable work within a company. Speak with one voice When you receive a proposal you expect it to be well-written, concise, and a meaningful response to your RFP. These different voices make reading and comprehension difficult, and can result in a proposal that is just as mixed in its messages. best practices request for proposal b2b procurement business

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

Webbiquity

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.

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5 Questions To Ask Before Sending Out That Sales Proposal

Sales Prospecting Perspectives

” “Look at this encryption right here…it’s just beautiful and I’m willing to give it to you for half the price!” ” The pitch is feature and not value focused and then a proposal is given to the prospect, often times without even hearing what the prospect’s full set of needs are. He always got me with the Choco Taco ) Here are a couple of questions to ask, pre-proposal, that will ensure your prospect is ready to move forward.

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E-Quip Blog: Submit a Proposal to Introduce Your Firm?

E-Quip

Submit a Proposal to Introduce Your Firm? Ive long advocated that you shouldnt submit a proposal if you havent been talking to the client beforehand. Most likely, your proposal will be heavy on self-promotion and weak on client focus. Labels: Business Development , Proposals.

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RFP Etiquette: Dos and Don’ts for Business Matchmaking

Confluent Forms

In case you haven’t heard, online marketing and media conversation has been buzzing in recent days over an incident involving a request for proposal (RFP). His post tells of the agency’s chagrin at seeing, via Google analytics, that Zappos viewed only five pages of Ignited’s 25-page proposal (submitted as a blog), with an average page-view time of just 14 seconds. Only the firms that make the first cut would be asked to compose that full proposal.

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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.

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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.

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

Webbiquity

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.

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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.

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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.

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3 Strategies to Stop To-Do List Overwhelm

Jill Konrath's Fresh Sales Strategies Blog

You have prospecting calls to make, proposals to write, emails to send, service issues to solve. Now, add all the new things you have to learn on top of it: new products, new markets, new pricing plans, new technology.

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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.".

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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.

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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.

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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.

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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.

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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.

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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!

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The Curse of the Grandfathers and Other Revenue Mishaps

B2B Marketing Unplugged

When that gym was acquired, the new owners, not wanting to lose loyal customers, grandfathered the contract pricing. This is what we call legacy pricing. Blindly honouring dumb pricing is one thing, but it’s mercifully avoidable. A far worse problem is make-good pricing.

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Don't play the RFP budget cat-and-mouse game

Confluent Forms

Mistaken belief in receiving lower prices Organizations believe that if you provide vendors with your budget, that they will almost certainly charge the maximum amount that your budget allows, and we hear that mistaken justification almost every time. If a vendor knows they are going into a competitive bid process they're going to give you their best price for the project since they're afraid to lose out to a less expensive competitor.

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Sellers: How To Calculate Your Value? – The Value Equation

Buyer Insights

You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority.

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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.

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