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The 10 Key Elements of Winning Sales Proposals

If you want to stand out amongst your competitors and make an impression that prompts buyer action, your proposal must be better than all the other ones the buyer has received. A stand-out proposal is not only memorable but engaging and accelerates the deal. There are many good sales proposals in the world, but the great ones win the business. Read More

The 2023 Guide to Effective Sales Discovery Questions

Learning about your prospect and their needs is an integral part of the sales process. One of the best ways to do that is by asking thoughtful discovery questions. Though there’s any number of questions you can ask, here we've compiled our top nine.  Read More

3 Insider tips for using an ROI calculator to quantify product value

Almost all sales teams agree that demonstrating ROI in sales conversations is essential; the challenge is collecting the right data and visualizing the return. An ROI calculator can quantify product value, mitigate pricing objections, and help seal the deal when done well. Just remember, an ROI calculator isn’t a sales panacea. Read More

Strategies for creating an irresistible offer using tiered pricing

Your pricing is the culmination of your sales message, yet B2B sellers often settle for boring, lackluster pricing presentations that kill momentum and delay closing the deal. Remember, a purchasing decision is primarily emotional, and as humans, we’re swayed by many psychological pricing influencers— a good pricing strategy factors in both emotional and rational cues. Read More

The new rules of sales engagement

The 2022 buyer journey isn’t the same as the 2019 buyer journey. It presents, of course, some added challenges. It also, though, presents added opportunities to cast a wider net and interact with buyers in new ways. Enter the new rules of sales engagement. Read More

6 Deadly sins of sales communications

We’ve all been there— you think it’s going great with a potential buyer when the deal suddenly dies. And it’s even worse when you find out the buyer went with your competitor even though you have a superior product. Could it be your actions or sales communications are sabotaging your efforts? Read More

How to handle sales objections to close more deals

When handling sales objections, the scary part is the unknown. You don’t know when an objection will crop up or what your prospect will object to, and you might not be sure exactly how you’ll respond. Understanding the commonalities of objections reduces the fear, and prepares you to better guide your buyer through the sales process and onto closing the deal.  Read More

9 Alternatives to Proposify

Proposify is a widely-used proposal software with a number of popular features, such as e-signature, analytic capabilities, custom templates, and payment collection abilities. But there are also a number of drawbacks that have led many customers to seek alternatives to Proposify. Read More

4 B2B sales and marketing trends to watch in 2022

As 2021 comes to a close, it’s time to reflect on the past twelve months— what we learned, how we’ve grown, and how to best equip our teams for what lies ahead.  This post highlights four B2B sales and marketing trends we expect to be prevalent throughout 2022. Read More

8 Alternatives to PandaDoc

Much of the power of professional sales is related to building relationships and understanding customer needs. But when it comes time to send a sales proposal, having access to a tool that can streamline the process and help to produce a professional proposal that can be immediately sent, reviewed, approved, and signed, can save time, money, and stress. Choosing the right proposal software tool matters. In this post, we explore a few of the more popular choices, including alternatives to PandaDoc. Read More

Qwilr or PandaDoc: which should you choose?

When choosing proposal software, compare the features, the capabilities, the costs, and the anticipated ROI of your purchase. When you take a closer look at both Qwilr and PandaDoc, it’s clear why Qwilr is the better alternative to PandaDoc. Read More

6 Do’s and don’ts of writing a proposal

When you’re getting ready to close a deal, it can feel like you’ve already done most of the work. However, writing a proposal is just as important as the rest of the sales cycle. Here are six best practices to keep in mind. Read More

How to know if you need quote software

In this article, we discuss indicators that the manual, individualized method of sending proposals is counterproductive to sales generation and customer relationship management, and it might be time to consider a more efficient option: quote software. Read More

5 Actionable strategies for managing your sales pipeline

If your sales are stagnating, it could be your sales pipeline is holding you back. From administration issues to follow-up, scrutinizing your sales pipeline can help identify where the bottlenecks are occurring, and what's preventing you from achieving your goals. Read More

5 Ways to build customer trust [INFOGRAPHIC]

A prospective customer begins forming an opinion about your brand during the purchasing process. How you engage with prospects, your responsiveness, the brand image you create during the “courtship” period— all set the tone of what it will be like “when the honeymoon is over,” or the experience that prospect can expect as a paying customer. Read More

Electronic signatures: what to look for, what to avoid

Providing an electronic signature option can accelerate the closure of a deal. Before choosing a proposal or electronic signature solution, take time to understand your needs for integration, use cases, and compliance before starting your search—it will make it easier to understand which solution fits your needs. Read More

Overcoming sales objections: Price vs. Cost

Successful salespeople know that there’s an art to bringing price into the sales conversation—they also understand the differences between price vs. cost and how to demonstrate value, to overcome even the toughest sales objections. Read More

Simplifying personalized buyer experiences

Likely, no sales or marketing person would dispute the value of a personalized buyer experience. But personalization requires time, and often time that we don't have. The answer lies in streamlining processes, integrating technology, and improving relevancy. Read More

Demonstrating product impact with an ROI calculator

While it’s true humans make decisions primarily based on emotions, it’s also true that we use logic to justify our actions to ourselves and to others. And when you’re dealing with tight budgets, you must provide tangible evidence why purchasing your software makes good business sense— if you want to win the deal. Read More

How to write a proposal that wins more business

A good sales proposal contains certain standard elements— most salespeople are already familiar with the common components. Here, though, we provide an outline of the type of content to include in your proposals to boost the likelihood of making a sale and improve your closed/won ratio. Read More

7 Buyer Enablement Strategies for your B2B Sales Team

As much as buyer enablement is about making it easy for your customers to buy, it's also about creating a more empowered and knowledgeable sales experience. Consider your customer's perspective as you start building your strategy: what they’re looking for, why they care about it, the best time for them to learn. From there, you can start considering how your overall sales strategy needs to change. Read More

5 Blockers preventing your sales team from selling more

Just as the sales landscape evolves, so do the barriers your team faces. Whether it's a lead, prospect, or customer, sales reps need to play the role of counselor, rather than a pushy salesperson. As their manager, your focus should be on training and development opportunities—both formal and informal. Read More

Lead follow-up: how long should you wait?

Lead follow up is tricky. If you reach out too soon, you might seem overeager and scare sales prospects off. However, if you wait too long, you risk the possibility of your prospect losing interest. What is the optimal length of time for following up with prospects? Read More

8 design shortcuts for visually impressive sales presentations

We all want to deliver the best possible customer experience and create a sales presentation that’s memorable and impactful. A proposal is more than just a pretty document— it has to reflect your brand, communicate your message, and lead the buyer to the desired conclusion: you’re the right solution for them. In this post, we offer practical suggestions to help you be more successful. Read More

How to dramatically reduce the time it takes to create sales proposals

Spending time creating and sending sales proposals is time you aren't billing out, managing your team, or improving your business. With a few simple tips, you can dramatically reduce the amount of time it takes to create a proposal and free up your time to focus on other, more important aspects of growing your business. Read More

Winning more work: Presenting a winning quote, proposal, or pitch

An accountant could never send a quote where the numbers don’t add up. Nor should a visual brand send a proposal that isn't as stunning as the work they do. It all matters. Often, it is your sales proposal that introduces your brand to decision makers who are signing-off on the expenditure. We think it’s important to make sure you’re wearing your Sunday best. Read More