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Digital Masterclass - March 17, 2021

There’s a Black Box in Your Sales Process: How to See Through to the Close

Organizations measure and optimize every part of the sales process except the most critical one: right before a prospect agrees to buy and hands over their money. You wouldn’t send leads through your marketing site without tracking and analytics, right? So why are you still in the dark about what happens in your sales process after your reps send a proposal? 

Daniel Hebert, VP of Sales at Proposify, shared valuable insights from analyzing 2+ million proposals you can put into action right away plus the two critical things sales leaders need to optimize their closing process.

Topics

  • Why your proposal (or contracts, agreements, whatever you call them) is your Chief Closing Officer and how to optimize it to be a high performer

  • The two things that are essential to closing success (psst: if you don’t have them then your revenue—and your reps—are missing out)

  • Why tools like Word, Excel, and PowerPoint can’t meet the demands of today’s modern (and now increasingly remote) sales processes

  • Actionable, data-backed tips from Proposify’s State of Proposals 2021

Key Takeaways

  • A perfect proposal has 7 sections and 11 pages. It should include the Ts and Cs and a spot for your e-signatures.

  • Proposify has seen a 465% increase in proposal close rates when you include a place for e-signatures for both you and the prospect. If you pre-sign the proposal before you send it out, it increases the close rate by 22.5%.

  • Pay attention to proposal activity. Did you know that, on average, rejected proposals are viewed more than closed-won? Do you have tracking on your proposals? If there are multiple views in a short amount of time, you need to be getting that person on the phone.

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