ROI Selling Blog

People in positions of power often ask tough questions. In our experience, this is certainly true of anyone on the financial team who has the ultimate say over purchasing decisions. Unfortunately, salespeople are rarely invited to the internal budget meeting to discuss a potential purchase. Typically, you work with your stakeholder to prepare a business case, and the stakeholder attends the meeting. That’s why it’s crucial that you prepare your stakeholder to anticipate the kinds of tough questions that decision makers usually ask about benefit dimensions in a standard business case.

Presentation is everything, especially when it comes to sales proposals and quotes. Getting it right can mean the difference between landing the sale or failing to get the contract—it's that important. If your sales proposals read like whitepapers, your client may leave scratching their head. Worse, they may be completely bored. One of the best sales strategies to have in your arsenal is the ability to create and implement winning proposals. Need some tips? Keep reading to find out how to make your sales proposal pop. Why is Layout and Presentation So Important? Executives and decision makers in all industries expect professionalism, and when it comes to proposals, appearance is just as important as the contents of the proposal. If your proposal is disorganized, boring or unattractive, it gets tossed aside with all the other proposals that look exactly the same. In order to get your proposals to stand out, yours must be clean, easy to read, and engaging.