I have been in sales for over 30 years at almost every level. I am always amazed at the poor quality of proposals that most companies submit to their prospects and customers in their quest to ask for business. It is seems as though companies undervalue what a comprehensive, professional proposal or quotation can mean to their business.
It is ironic that large companies will pay hundreds of thousands of dollars on logos, tag lines, brochures, marketing material and website design, but little (if any) goes towards the proposal. Most companies allow sales people to create their own proposals on basic spreadsheet or word processing application software; but I have witnessed far worse including handwritten proposals on napkins, brochures and carbon paper. It is rare when I see a proposal that looks as good as a company’s brochure or website….why is this? Do companies think the selling part is over once the proposal is submitted?
Continue reading “The company with the best proposal wins” »
Our quotation software seamlessly integrates with Salesforce CRM and became an AppExchange partner in 2011. This application software could now be used with both Enterprise and Professional versions.
Continue reading “iQuote + Salesforce.com Enterprise” »
February 29, 2012 – 5:57 pm
In the famous book written by Jeoffery Moore, “Crossing the Chasm”, it is mentioned that Direct Sales is the best channel for High Tech. We business people know that a great sales person can be the life blood of a business. We also are aware that direct sales people and the costs associated with supporting them is one of the most expensive ways of approaching a market whether in High Tech or Not. We then struggle with the best way of managing that process. Today there are SaaS solutions that help to address this issue. While CRM and proposal generation software can help manage contact habits: The truth is that it is more complex than that. Sales people should be measured by effort, but should also be supported so that they have more time to be in front of the customer. Today there are ways online for a sales person to become more proficient and save more time. Online proposal software often times will offer a sales configurator
Continue reading “Are you ready for Sales Configuration Software?” »
February 6, 2012 – 7:52 pm
Just as we are seeing lots of changes because of technology like cloud computing, tablets and voice activation UI like SIRI, those technologies are changing some ways we work especially in sales.
But are they paying off? I think it depends on the function and the process being used. If you use new technology but use old workflows and processes I dare say logically you won’t see much gain. In the next couple of blogs I will explore one of these sales functions the cost of a face to face meeting and follow-up to close the deal. Continue reading “The cost of a sales call?” »
January 27, 2012 – 6:49 pm
All sales managers are all tasked with the same main objective: To lead a team of sales people past their assigned quota(s). They do this by organizing, guiding, supervising and monitoring each individual on the team. Some managers accomplish this utilizing a “hands on”, “in your face” micro-management style. Leaders with this style generally possess a strong sense of responsibility and a single minded way of thinking. Micromanagers are not people-orientated and tend to be mistrusting of others. Continue reading “Managing by Proposal” »
