From the course: Selling into Industries: Technology Companies
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Proposals and contracts
From the course: Selling into Industries: Technology Companies
Proposals and contracts
- The finish line is in sight. You've had great conversations with your buyer. Your buyer was engaged in the pitch deck and the urgency is there. Now you're ready to present your proposal. Seasoned sales reps know that all the work to make a great proposal doesn't happen in the proposal phase. It actually happens in the discovery phase, by asking questions and having those strategic conversations. That said, your proposal still needs to be solid or you could lose the deal in the final hour. So here are a few tips on what to include. First, make sure your proposal is tied back to the strategic initiatives of the organization. Now even if your proposal is connected to an individual's project, you need to make sure that you're connecting the dots so if someone from senior leadership reads it, they can see exactly how your solution is going to add value to the organization. Second, include evergreen initiatives. Technology is always changing, but some things remain relevant no matter…
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