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Ensuring your sales proposals influence as well as communicate

Ensuring your sales proposals influence as well as communicate. By Ian Hirst, CEO, Greenbank. Introductions. A Global Sales & Leadership Performance Consultancy Clients include, IBM, Atos, BT, Santander, Mercer, SC Johnson, Dow Jones, Quadriga

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Ensuring your sales proposals influence as well as communicate

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  1. Ensuring your sales proposals influence as well as communicate By Ian Hirst, CEO, Greenbank

  2. Introductions.. A Global Sales & Leadership Performance Consultancy Clients include, IBM, Atos, BT, Santander, Mercer, SC Johnson, Dow Jones, Quadriga 15 years in Sales/Bid Management Head of Global Sales Operations at Reuters

  3. Reviewing bids with a ‘client hat on’

  4. A good test – reading through your clients eyes… • One level more senior than your target audience • Who has not been involved in the project so far… • And is reading it on the train…

  5. What our customers have said about their own sales proposals “Virtually no attempt to cite benefits. The proposal mainly lists features and advantages” “Factual description of our track record with little attempt to contrast it with other suppliers. No use made of our inside knowledge derived from nine years of already working with the client!” “At no time does the proposal state what the clients issues / problems are and what he needs to do about them!” “No understanding of the client’s decision criteria and why our solution is best placed to meet them..”

  6. The Essence of a Value Proposition Client’s Business Initiative Your Company and your Solution Your Specific Business Value

  7. ” Knowing WHAT people are buying will make you a living. Knowing WHY they’re buying will make you rich. “ Stephen Pierce Sales Guru..and multi-millionaire

  8. Value Map ENABLERS (The Means to the End) Business DRIVERS (Internal & External Context) Explicit Business PROBLEMS &NEEDS SOLUTIONS we want to emphasise EVIDENCE (examples, proof)

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