The Strategy You Might be Missing: Leveraging Proactive Sales Proposals
Sure, you might be responding to all relevant Request for Proposals (RFPs) for your organization before the deadline. Influenced by your winning RFPs, you might even have the best close rates in your industry. However, are you truly maximizing your team’s best efforts and resources to win more?
RFPs are getting more complex, and response and sales teams are continually challenged to increase efficiency and accomplish more with the same resources. Often, organizations are focused on reactive responses to RFPs, while proactive sales proposals can be overlooked as a strategy.
We do get it; when considering a proactive approach, it’s essential to consider how to best invest your valuable time and resources –after all, who wants to chase opportunities that might not even exist? That’s why careful planning and smart strategies are crucial to making a proactive approach succeed. By taking the guesswork out of the equation, a proactive approach can be your secret weapon to increasing those wins.
Tip #1: Listen for Relevant Sales Triggers
There are a handful of sales triggers to watch out for that could be reason enough to start considering more focus on an organization. Keep an eye out for these signs, as they could indicate a pivot in company direction, an increase in budget, and change or expansion in needs. A few examples of sales triggers that can help you identify organizations that need your solution: funding announcements, change in leadership, increased brand presence, and new product launches.
Tip #2: Qualify the Opportunity
Sales and proposal teams are haunted by the burden of time; that is, not enough of it. And yet these teams spend thousands of hours each year writing proposals for opportunities that they are destined not to win. With a proactive proposal strategy and no looming deadline, your team can dive into research about an organization to:
- Compare their profile with your similar clients
- Discern whether your capabilities sync up with the needs of their organization
- Uncover any pain points that your products can address
- Determine the best introductory touchpoint
Tip #3: Leverage Intelligent Automation to Avoid Reinventing the Wheel
Creating a persuasive sales proposal means tailoring every answer to every client’s every need. Old proposal writing processes would make this nearly impossible for most teams. To avoid reinventing the wheel every time, sales and proposal teams need to employ intelligent automation and introduce a flexible, accessible content library into their team’s strategy. Be sure to select a proposal and RFP software to:
- Seamlessly personalize, localize, and customize content
- Centralize your library of accurate, up-to-date content in an accessible
- Secure environment
- Ensure compliance and maintain clear audit trails through content review workflows
- Integrate with existing systems (like your CRM) to inform outreach with client insights
- Support the specific needs of your industry
These tips should help you create a solid foundation for a proactive approach to proposals. But, wait -there are more tips HERE in our eBook. (You’re welcome!)
When it comes down to it, you don’t have to have super-human powers to generate out-of-this-world proactive sales proposals. But it doesn’t hurt to have forward-thinking strategic processes and a flexible mindset to set you apart from the competition.