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.

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.)

Trending Sources

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.

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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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.

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.

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.

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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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.

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.

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.".

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.

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.

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.

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 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.

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.

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’.


How to Accelerate a Close

Sales Intelligence View

A tweet or an email is a small price to pay for closing ahead of schedule. If your proposal gets stuck on the CFO’s desk, find out how to reach the CFO on Twitter or by phone or email, and contact the CFO directly.

Tips for Nurturing Marketing Leads

BOP Design

Discuss a Proposal. Anyone can create a proposal and email it to a prospect. However, successful sales and marketing folks take the time to explain a proposal either in person or via a virtual presentation.

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.

14 Marketing Resolutions A/E/C Firms Should Make in 2018

Circle Studio

Move beyond a proposal-centric, project-pursuit only approach to A/E/C marketing. In the A/E/C world, proposals are synonymous with marketing. Outside of the A/E/C world, proposals are a product of the sales department, not the marketing department.

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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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.

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.

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.

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.

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.

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.

Top Digital Marketing Mishaps and How to Solve Them

Navigate the Channel

We’ve compiled a list of marketing mishaps that are most likely to frustrate your customer—along with our proposed solutions: 1. Digital marketing has come a long way over the last few years.

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".

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.

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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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.

How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

The theme of the post: No matter the size and scope of your company, the brand position you hold with your prospects and customers has monetary value in terms of sales, stock prices and even employee retention. Two months ago, I wrote an article titled The Economic Value of Your Company Brand.

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MWC 2016: Top 100 Influencers and Brands

Onalytica B2B

Beautiful, aggressively-priced mid-range phones from China; Huawei preparing to bulldoze its way into the Western market; and awesome VR demos all over the place. Mobile World Congress (MWC) 2016 took place in Barcelona from 27th Feb – 2nd March 2016.

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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. Sales and proposal software company Qvidian leverages an interactive infographic to showcase value and the need for a solution.

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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