ChiefGreef45

Account Executive

Valued Contributor

Proposal Stall Out

Hey Savages,

Over the past 8+ months, I've been working on the following since starting with an ecommerce focused SaaS startup last summer:

Establishing a sales process
Defining our ICP
Outbound and Inbound
Building partnerships with digital agencies and tech vendors

While it certainly has been challenging to get where we are now, I have a good framework to work off of now.

One step in this sales dance I'm struggling with is the steps after the proposal is sent out.

Discos + demos are good, customer is excited about what we're bringing to the table, there is buy in from other levels (or at least attempts to get the right people involved), and the pricing doesn't seem like anything outlandish to them.

But once that proposal is sent out and they even mention that everything looks good, the customers are essentially a step away from crossing the finish line, and not taking that final step.

I started working within enterprise IT and have used the "deal is expiring at this date" tactic, but I feel like that only creates more resistance between you and the customer.

How have you handled this situation?

🎈 Mentorship

☁️ Software Tech

10

18 comments

Sort by:

CuriousFox

WR Officer

5

🦊

When you have the proposal meeting set a date for the decision/follow up call. Let them know you will send them a hard copy after the meeting is accepted.

Write actionable next steps in the recap email. Who is responsible for what to keep them engaged.

TennisandSales

Politicker

2

Head Of Sales

beautiful! always set the follow up call while on the meeting.

ChiefGreef45

Catalyst

1

Account Executive

This is great, I appreciate it!

Sunbunny31

Politicker

5

Sr Sales Executive 🐰

Before the proposal is sent, you will want to find out about their decision process, who will own the solution and will sign an agreement, timeline (decision/start date/etc). You really want those decision makers engaged when you're getting the customer excited, because you want those people to see the value your solution brings and be ready to engage.

TennisandSales

Politicker

2

Head Of Sales

I was going to say this as well. @ChiefGreef45 you may be assuming that the next step is signing the doc.

but it could be that it has to be routed through a committee review, or needs to have further approval for budget. you REALLY REALLY have to flush this out.

UrAssIsSaaS

Arsonist

3

SaaS Eater

Without knowing a ton about what your sales cycles look like my gut is that you are missing earlier in disco when youre trying to understand what their buying process looks like.

From there, how are you setting next steps at the end of your proposal meetings?

ChiefGreef45

Catalyst

0

Account Executive

I keep them on the phone to take a look at their calendar so we can confirm a date and time that works for everyone

UrAssIsSaaS

Arsonist

1

SaaS Eater

What is the agenda for that next call?

E_Money

Big Shot

3

💰

Try sending nudes with your proposal. Doesn't always work, but when it does, it really works

hocktony

Big Shot

3

smileNdial

Like others have said.

Before pricing; “do you see the value in working with us, and if it were completely up to you with pricing aside, would we partner together?”

^^ this lets you understand if you’re done with the “value” piece

If yes; the real selling starts; and to get the absolute best pricing let me understand your buying process: (this helps you understand if they’re real or shopping, and then holding them accountable throughout the process)

What’s the decision making process?
How long is legal?
How long is procurement?
How long is IT?
^^what do these look like? Teams/one person?
Does procurement need multiple quotes?
Who’s the dm? Why would they say no?
What would hold us back from moving forward?
Competing initiatives?
Can we get this done by xyz date?
Is there anything missing that would hold us back from moving forward?

Set a game plan based on legal/it/procurement

Next call will usually be feedback on business case to present internally
Next follow up will be call to discuss dm feedback
Then you’re juggling legal feedback

The 🚩🚩🚩here are non-responsiveness based on timeline. Once someone from procurement/legal/It corresponds with you; this is REAL.

They’ll work through these pieces and then you go back and say, great, let’s get this signed.

The timeline piece lets you apply pressure appropriately & hold them accountable.

hocktony

Big Shot

2

smileNdial

If they answer: “we’ll see after we see pricing” or “I don’t know, it depends” or any variant, to any of these questions, ghost that motherfucker and move on; they don’t deserve your time

ChiefGreef45

Catalyst

1

Account Executive

Awesome, these all great. You figure you do this for some time and this should be 2nd nature. Thanks for sharing!

taeke

Opinionated

2

Sales

I think the others have given some good advice here. To add my $2c, one thing I have seen (in a services business so maybe not THAT applicable) is before sending out the proposal, the AE will make the client jump through some hoops to show intent. This is typically in the form of a detailed questionnaire about the business, it’s products, what their current processes look like etc. If completed thoroughly by the client, it’s a strong signal to then carve out proposals, pricing etc. Don’t know if this helps or inspires you at all but good luck!

AnchorPoint

Politicker

1

Business Coach

It all starts with the Discovery meeting and setting expectations.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

NEVER SEND A PROPOSAL WITHOUT THE FOLLOW UP IN PLACE.

Seriously - its a rookie mistake we've all made (and most continue to make it). Once the prospect has your proposal (and pricing!) in hand, they don't need you.

Assuming this is outside of an RFP, this is what you do:

(1) Discovery - you do this all the way til you discover their signature on the contract
(2) Demo (make sure ALL the stakeholders are there if possible)
(3) Meeting to follow up from demo with your primary champion, stake holder, etc. More discovery,
(4) Second demo if needed (bigger audience, executive level version, reinforce a few key points, etc.)
(5) Set proposal review meeting date, be sure to ask what their evaluation process and timeline are prior to having the meeting - like who actually signs the contract the process to do so.
(6) Send proposal over no more than 15min prior to meeting
(7) Conduct proposal review meeting highlighting key points of pain they expressed during your continuous discovery efforts. Confirm their evaluation process, commitments, timelines, etc. Ask closing questions.
(8) Close it.

This isn't exhaustive, but I think you get the point.

Good luck!

SADNESSLieutenant

Politicker

0

Officer of ♥️

are you sending the proposal out without a meeting to go over it?

ChiefGreef45

Catalyst

1

Account Executive

In some cases yes, and after seeing these posts, I need to be more consistent around how I approach this step in order to fully understand what we need to do to pivot

SADNESSLieutenant

Politicker

1

Officer of ♥️

im no ae, but if I were a customer I think an AE walking me through the proposal over a meeting would be more effective/caring/me centric, to help me understand my options/handle any questions that come up, as opposed to in an email

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.