How To Unstick Deals in the Proposal Stage
??Kelly Hill, Certified Sales Leader (CSL)
Fractional VP of Sales| Helping second stage B2B improve sales teams’ performance resulting in significant revenue growth through clear actionable strategies and plan execution based on the CEO’s vision of success.
The dreaded proposal black hole!
You have a good conversation with somebody interested in what you do and perhaps you have shared a presentation or a demo with them to take a deeper dive. They seem interested and you are excited about moving them to the next step – your proposal.
You and your team invest time to create a proposal that restates their problem and how you can fix it. Anxious to get it in their hands, you send the proposal via email and then you…. wait. And wait. And wait.
We’ve all experienced the dreaded proposal black hole. Sometimes, there’s no way around it. But usually, there are valid reasons why deals get stuck at the proposal stage.
Sales Q & A
Q: What’s an appropriate ramp up time expectation for a new sales rep?
A: The right answer depends on a few factors: the ramp up time is usually longer for longer sales cycles, new products/services, and when buying windows are narrow. This could be as long as 6 – 12 months.
The key is that you want to see new qualified opportunities coming into the pipeline on a regular basis – filling the pipeline will assure a steady stream of new business after the ramp up timeframe.
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