The CorsPro blog is here to provide ideas, valuable insights and creative solutions for the presales process.
There are a lot of roadblocks when it comes to achieving sales goals, but one of the biggest issues is the lack of effective sales proposals. The strength of your proposal makes all the difference when it comes to closing more sales faster. Make sure you are not committing the top 7 deadly sins of proposal creation.
It might be difficult to tell if you’ve been hit by scope and margin creep. You may notice that you’re having some of these issues but not directly correlate them to scope or margin creep. We’ve put together five indicators that your scope of work is out of control and your margins are shrinking.
When it comes to technology sales teams, there are some pretty obvious costs to having an incomplete presales process. Whether it’s lost sales opportunities, frequent staff turnover or the implementation of incorrect solutions, there are a lot of ways that having an insufficient process can reduce your bottom line. Read about 3 secret costs that could be ruining your sales process.
We’ve identified some common components that contribute heavily to a successful sales process. Here are three parts to a vital presales structure that leads to better technology solutions sales.
It’s easier than ever to create beautiful sales proposals that nobody ends up reading. Today’s buyer scans the cover page and immediately flips to the back, where the price is. Does this happen to your proposals?
The cloud is here and part of almost every company’s strategy at some level. And if it’s not a part of your business planning now, you’re missing opportunities for your customers and growth. Which leads us to Hybrid.
Taking care of your customer starts from the very beginning, with a complete and accurate sales proposal. It takes time – sometimes lots of time. But if you don’t take the time you risk presenting your customer with an inaccurate or incomplete sales proposal. Read about the 5 pitfalls of incomplete or inaccurate sales proposals so you can avoid them.
If we were given the opportunity to show only one part of a proposal to a prospect, we would show them the executive summary. This is your opportunity to prove to them that you understand their business, challenges, the underlying cause of those challenges, and how you’re going to solve them. However, most sales teams either don’t include an executive or it is poorly written. Read about the 5 most common mistakes made with inadequate executive summaries so you don’t make them too.
Most organizations will say they have a qualification process. But whether or not it’s documented, being specifically and actively used is another story. Without asking the right questions, it’s very difficult to know if your solution is treating the symptom or the problem the prospect is trying to eliminate. Here are 3 main issues with most qualification processes