Sales proposals are an integral part of the B2B sales process. Love them or hate them, at some point you are going to have to write one. A well done proposal can make closing the sale a lot earlier, a poorly constructed proposal can actually extend the sales cycle or derail the sale completely. To help make the most of your proposals here are three steps that will help you present a winning proposal. 1. Qualify Buyer Intent It doesn't cost a customer anything to ask for a pro

Every prospect your sales team comes in contact with has a distinct personality which drives how they make decisions. How your sales team delivers information and what information they deliver has a huge impact on the end result of your sales process. Do your sales people know how to adjust their process to accommodate these differences? Your sales team, the collateral they use, sales presentations and proposals must speak to each personality type individually to be the mos

To effectively coach a sales person, you must understand how they develop their opportunities. That is why observing your sales people in action is so important. A great sales manager should be spending 60% of their time out in the field running sales calls with their team. Spending time in the field allows sales managers to observe a number of different sales activities and helps the manager make the determination if his sales people are: Calling on the right customers Call