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Why a Proposal
Center? |
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Your
sales reps and executives were hired
because of their selling skills,
industry knowledge and so on - not
because of skills in rapid publication
of impressive documents.
By
sharing the resources of a specialized
organization you can have an on-demand
service for producing best-of-breed
proposals. |
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The Virtual Proposal
Center
If this concept is not familiar,
your win rate might benefit from the few minutes
it will take you to review the following.
Real Proposal
Centers
This is how some of the biggest
companies produce many consistent, impressive
proposals every day.
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Only the biggest companies can
afford in-house proposal centers. But you can
get most of the benefits by using a shared
virtual proposal center. Let's look at
the background first.
Proposals - why are
they your most
important documents?
Whether it's a one-page letter for a $5K upgrade
or a 100-page bound document for your biggest
deal ever, the "proposal" occurs at the most
critical time in any sale. It's worth reflecting
on the following truths about proposals:
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Final buying decisions are often made when
you are not in the room - only your proposal
is there to represent you. |
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Buyers distribute proposals to decision
influencers - even decision makers - that
you have not even met during the sales
calls. |
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When
the deal is important and the competition is
tough, the one tangible piece of evidence a
buyer has of the quality you can deliver is
the proposal they are holding in their
hands! |
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Your
sales reps and executives were hired because
of their selling skills, industry knowledge
and so on - not because of skills in rapid
publication of impressive documents.
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So, how can you make
your proposals part of your competitive edge?
| Think of proposal
"writing" as a marketing responsibility
rather than a sales function. |
| Consider central support
for proposal writing:
 | Create a
comprehensive proposal creation "kit" so
that your best materials are included in
every proposal. |
| Have a central
function that assembles proposals on
demand as a service to the sales rep |
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A KMA virtual proposal
center makes it affordable
By sharing the resources of a
specialized organization you can have an
on-demand service for producing best-of-breed
proposals.
| This structure combines
the best of both worlds:
| Allows your sales
reps to do what they are best at -
selling |
| Brings a wide range
of marketing skills to bear on
structuring, formatting and assembling
your proposals |
| Broadens the options
for publishing your proposals - both on
paper and electronically |
| Ensures consistent
and complete proposals produced rapidly
with tight, well-defined service levels |
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If you have the best solution
for your customers, work with us to make sure
that the communication of your proposed solution
is as good as the solution itself.
If you
want to know how we could work together to make
your proposals best-of-breed, click here to
contact us.
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Think of proposal
"writing" as a marketing responsibility
rather than a sales function.
If you want to know how we could work together
to make your proposals best-of-breed,
click here to contact us. |
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