I’m very excited that my third book, The Compelling Proposal (Make it Easy for the Customer to Buy from You), is a now available on Amazon!
My overriding goal in writing “The Compelling Proposal” is to help those in the increasingly difficult world of B2B sales to realize that things are even more challenging for B2B Buyers – especially when their goal is to make an informed buying decision that often requires them to sell internally to other key decision makers. Instead of selling harder, we could be making it easier to buy from us – and sell internally.
The “lowly” proposal, which is often treated as an afterthought and seen as a “check box” step in sales, can be elevated to a strategic tool that clearly differentiates you and your offering. With just seven simple slides, you can reinforce trust, set up the “right negotiation,” establish credibility, manage uncertainty and invite the customer to buy (help craft the best deal for them) – which then becomes “their deal” and they are highly motivated to close it quickly! My clients have used this approach on deals of $20K to well over $1B. The decision was made, and the deal was done with just these seven simple slides.
I hope you enjoy!
In the B2B world, it’s common that 20% of your customer base generates 80% of your revenues. Consequently, just one slipped or lost large deal can spell the difference between making the quarterly or annual numbers and being a hero… or reporting disappointing results. Additionally, changes in the B2B ecosystem are creating more uncertainty and more risk–for us and the customer. Our task is to manage this uncertainty and risk. Sure you’ve put your best people on these accounts, but have you given them the best tools to be successful? OUR APPROACH IS NOT A SALES PROCESS OR SALES TRAINING! Rather, ours is an end-to-end, customer-centric system that supercharges your investment in existing sales, negotiation, account management and customer success processes. In short, we empower your teams to win that critical deal, make it a great deal for both parties, ensure customer renewal, and generate more business with that customer.
How do we do that? We focus on the critical customer touchpoints and outputs of your current processes. If you can check each of the boxes below, then you don’t need to waste your time contacting us because we’ll simply say your processes are being effectively executed.
If you can’t check all of these boxes, we should talk…