1. Proposals & Presentations
Making your sales process just that – a process!
MODULE 6

2. 6
You need to be efficient and effective with your sales presentations and proposals. In Module 6 you’ll focus on developing your standard pitch deck and proposal in order to avoid crafting bespoke proposals for each and every opportunity.

3. (Promotion activities)
Sales pipeline - recap
Outbound: Cold/Warm Calling, Social media outreach, cold
Inbound: Blog, Social Media, Content Curation, Guide, marketing
In-Person: Networking/Speaking/Exhibitions
Lead Generation
(Promotion activities)
Shows interest
Shares contact details
Makes contact
Initial conversation had
Problem/client fit determined
Suspect
Meeting held to scope requirements in detail
Approach determined
Resource plan created
Qualified
Sales presentation made
Pricing determined
Proposal submitted
Proposed
Meeting held with client to share feedback
Pricing negotiations
Win/Lose
Value in each?
Conversion ratio?
Target pipeline size?

4. Should you bid? Qualification questionnaire
Score
(1-5)
Weighting
(1-3)
Result
Revenue: Can we afford not to take on the work?
Alignment: Is the client in my/our target market?
Capability: Does the project align with my/our area of expertise and my/our capabilities? If not, is this insurmountable?
Capacity: Do I/we have the capacity to take on the project, or can I/we affordably find it? (partner/subcontract/etc.)
Desire: Do I/we like the client and feel I/we can be successful?
Total
Determine your minimum score

5. Slow the process down Meet the prospect Determine your approach
Sell your approach
Present your price
Expand the opportunity

6. Presenting your offering
Get clarity on the Problem first
Agree the outcomes
Describe the approach
Ensure buy-in
Present the price
Discuss the terms
When you can deliver
Who the lead consultant and or team will be
Your expectations of the client
Etc.

7. Walkthrough of Proposal Template

8. What happens if you lose an opportunity?
Most ‘losses’ occur because of no action on the part of the client. If there is a lack of action causing no decision, seek to understand in more detail and consider offering an alternative approach
If you lose out to a competitor, seek a meeting with the prospect/client to understand where and how the competitors approach was better than yours, discuss your weaknesses, and ask them where the competitor excelled, and how you could have done better
Put the prospect on your KIT list and follow up in 4 weeks – it’s the next best time to make a win!

9. Pipeline Tasks Complete the following task:
6.1 Create your bid qualification questionnaire with at least 8 qualification questions
6.2 Create a framework for your standard pitch deck
6.3 Create your standard proposal template
6.4 Create your standard Terms & Conditions