Blake, the despised and charismatic gross sales supervisor performed by Alec Baldwin in Glengary Glen Ross, immortalized the everlasting gross sales credo: All the time Be Closing. Proposify, an on-line proposal software program for gross sales groups, has taken Blake’s recommendation to its logical starting – the gross sales proposal.
The Proposify workforce posed a questions for themselves: What’s it about successful proposals that get prospects to signal on the dotted line? They analyzed their database of greater than 1 million proposals and surveyed greater than 1,000 gross sales professionals on the lookout for solutions. They printed their findings a brand new report, The State of Proposals.
We requested Conor Cox, Chief Income Officer at Proposify, in regards to the report and its insights on talk successfully in B2B gross sales proposals.
Grit Each day: You encourage together with photographs in a gross sales proposal, which appears pure to me in a B2C context, however do photographs assist a B2B gross sales presentation?
Conor Cox: Social proof all the time carries weight, and no matter B2C or B2B, relationships and belief are the core of constructing a sale occur. Pictures assist create this connection, and we’ve seen a marked enhance in shut fee when our buyer strikes from ‘old skool’ image-less Phrase docs to a extra trendy proposal design. Pictures and video are an enormous a part of bringing your B2B closing course of inline with the perfect shopping for experiences on this planet.
In our State of Proposals, we analyzed over a million proposals and located that including photos to your proposal can enhance shut charges by as much as 72%. Proposals with photos additionally shut 20% quicker.
Grit Each day: Does video enhance the success of gross sales proposals?
Conor Cox: Video (much like the picture level above) helps construct up the connection between the gross sales rep and the customer. Video helps us converse to stakeholders who we by no means meet, it permits us so as to add context and color to explanations that might be forwarded or shared, and most significantly, they assist us construct rapport and belief with our champions. In case you are making an attempt to clarify a nuanced concept – or carry some pleasure to a proposal, a video is the simplest manner to take action. It additionally helps you standout, as a result of most firms and reps don’t take the time to get in entrance of the digicam.
Including a video to your gross sales proposal can enhance shut charges by as much as 41%. Video drives 56% greater proposal engagement and helps shut your deal 26% quicker. (Supply: Proposify State of Proposals 2022)
Grit Each day: Why do gross sales fall by way of within the later phases of the gross sales course of?
Conor Cox: The most typical motive offers fall by way of is lack of discovery – or incomplete discovery. This manifests in numerous methods. Generally it reveals up as a late-stage procurement examine – or a final minute exec addition to ‘approve’ the spend – or technical ‘proof of idea’ that wants completion earlier than a broader deployment. Almost all of those late stage failures might be remedied by operating tighter, higher discovery early within the course of.