March 06, 2019
As your deals reach the critical negotiation and close phase, keeping track of proposals and documents is critical to success. The best sales managers know that the more often proposals are tracked, managed, and pushed to prospects, the more likely they are to get a signature on time. Your proposal management solution must help sales close deals by keeping track of proposals and managing them on the go. Sales needs just-in-time text and email alerts as prospects interact with proposals, so that they can reach out at the right times. Helping your prospects navigate the buying process can be the difference between closing the deal today or missing the number.
Regular Proposals Are Too Slow
Few sales teams get the luxury of waiting for deals to close on their own. Your sellers can no longer wait until the end of the day to find out if prospects are interacting with their proposals. Delays in the process mean lost buying signals and fewer opportunities to engineer a deal. Chances are, your average seller first hears from a prospect after nearly 60 percent of the buyer journey is over. That means that final negotiation and proposal stages can be the only interactions sellers have to influence the deal. Without deeper, real-time insights into how prospects are reviewing documents, these brief opportunities can be lost.
Benefitting from Just-in-Time Data
Data helps your sales team by revealing exactly how prospects are interacting with proposals and documents, pointing out which deals need attention and when. With real-time proposal data in hand, sales can better react to what is (or is not) happening with their proposals. Your team can know where and when a prospect is interacting with a document, signaling a key moment to call or reach out. More importantly, interactions from key contacts can be monitored as they happen, building rapport and securing a faster close. Sales can spend less time reviewing every deal by hand, and focus only on those where action is happening. The same data can also indicate a potential problem, such as prospects not opening the document or skipping over key business and pricing pages. Because sales knows where the prospect dropped off, they can make critical changes to improve conversions or better yet, indicate what the prospect is most interested in buying so they can focus their conversations on the products/services that interest the customer the most.
The Right Features for Real-Time Data
What makes proposals real-time ready? A mix of mobile-first, targeted, and personalized features can set your sales team apart from the crowd. Mobile-first: Sales lives on mobile devices, even when they're an inside team. Proposal tools need to do the same, sending short, timely alerts via text or email immediately as actions happen. These types of alerts fit into a salesperson's mobile workflow, and get noticed at the right times. Targeted Information: No longer is it enough to know that someone viewed the proposal. Sales needs to know clear and timely information about a document activity, so that they can make a rapid decision and accelerate close. Real-time data should offer key information on who took the action, when they did it, and what specifically they did, so that sales can tell at a glance whether to intervene or wait. Personalization: Few sales activities happen with just one buyer. In the proposal stage alone, sales can expect nearly seven different contacts to interact with a document, including executive sponsors and budget holders. Knowing who to reach out to and when helps your sellers spend their time wisely, influencing new or impactful contacts as they interact with the final proposal. Real-time alerting must be equally as personalized, revealing exactly who is viewing the document and when. Learn more about Conga's proposal management and signing tools.