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2 Minute Drill: Best Practices for Sales Proposals

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2 Minute Drill: Best Practices for Sales Proposals

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2 Minute Drill: Best Practices for Sales Proposals

  1. 1. Best Practices for Sales Proposals Barry Rosen
  2. 2. Top Performers: Four Do’s <ul><li> </li></ul><ul><li>Begin with the customer’s needs </li></ul> Eliminate jargon  Show compelling ROI  Use design to emphasize key points
  3. 3. Top Performers: Four Don’ts <ul><li> </li></ul><ul><li>Rely on reps to write </li></ul> Use generic boilerplates  Lengthy company histories  Use “Proposal” as title
  4. 4. Try This Exercise <ul><li>Evaluate two recent proposals from each rep: </li></ul><ul><li>Customer focus </li></ul><ul><li>Consistency </li></ul><ul><li>“ Skimmability” </li></ul>

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