PROPOSALS
researched information, and highly relevant data points that prove their firm is right for the job. If you take a proactive approach to sales proposal processes and data sets, you’ll have relevant information at your fingertips even when the unex- pected happens. And that’s another old maxim: “Expect the unexpected.” Today, RFPs include increasingly
Five Steps to More Proactive Sales Proposals
TOBY MURDOCK
We’ve all heard the Benjamin Franklin quote, “By failing to prepare, you are preparing to fail.” While the maxim covers a wide range of topics, in sales it’s especially true when it comes to the traditional reactive approach to the request for proposal (RFP).
Preparation is everything. This means that, even when an RFP comes through the door without advance
warning, sales and proposal teams should be able to turn it around quickly with thoughtful ideas, carefully
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more complex requirements that often consist of hundreds of pages as well as supporting materials. Today’s buyers want to see that you understand their specific industries and business needs, in addition to demonstrating your capabilities. For example, it’s not enough to explain to a health system that you have a mobile app that can help it engage in telehealth. The company wants to know how well you un- derstand the challenges of today’s clinicians in improving the health of underserved regions, elderly popula- tions, or people with disabilities. They want to hear about success stories in their markets to understand how your expertise and services can be applied to their company’s challenges. That’s a tall order when you have two weeks to provide the full solu- tion package. However, with proper planning and research, a look at past RFPs, and a central database of reus- able and relevant content, your team will land much higher on the curve than you may initially think. Being proactive in how you ap-
proach sales proposals draws from lessons learned, relevant content, and competitive research and analysis so that, when the RFP with a quick turnaround hits, you’ll have an initial solution platform developed – letting you quickly draw from information at your fingertips.
What can you do to get a jumpstart on RFPs and sales proposals? Below are five key strategies for success.
1. SEEK OUT GOOD SALES LEADS (BEFORE THEY COME TO YOU) Top sales teams identify important influencers and decision makers for
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