Optimizing Sales Proposals and Quoting
 

Optimizing Sales Proposals and Quoting

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Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This presentation offers instructive insights for firms working to improve proposal ...

Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This presentation offers instructive insights for firms working to improve proposal and quoting effectiveness and identifies: Technology's role in enabling productivity, the impact of improved management control, important process considerations for organizing initiatives, best practices for proposal and quoting, management and new approaches for gaging proposal effectiveness
Of special interest are findings that suggest strong ROI on initiatives to streamline proposal and quoting - including higher lead conversion rates, reduced cycle times, margin enhancement, improvements in cross-selling and up-selling, and greatly reduced errors.

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Optimizing Sales Proposals and Quoting Optimizing Sales Proposals and Quoting Presentation Transcript

  • © Copyright 2013 The Sales Management Association.Sales Management Association Webcast2 May 2013Presented byOptimizing Sales Proposals andQuoting
  • About The Sales Management AssociationA global, cross-industry professional association for salesoperations and sales management.Focused in providing research, case studies, training, peernetworking, and professional development to our membership.Fostering a community of thought-leaders, service providers,academics, and practitioners.Learn More: www.salesmanagement.orgSlide 2© 2013 The Sales Management Association. All rights reserved.
  • Today’s PanelistsSlide 3© 2013 The Sales Management Association. All rights reserved.
  • © Copyright 2013 The Sales Management Association.Sales Management Association Webcast2 May 2013Presented byOptimizing Sales Proposals andQuoting
  • Today’s conversationSlide 5• Setting the stage: Sales Management Associationmember input and context• Frameworks for understanding proposal effectiveness• Identifying and sizing the opportunity to improve• Important outcomes and benefits from best practice© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Setting the StageSlide 6© 2013 The Sales Management Association. All rights reserved.How well is your sales organization performing in each of the following elements of proposal management?Not at all effective Very effectiveSales Management Association 2013 Study on Sales Proposal Effectiveness; n=56 B2B sales organizationsSomewhat effective
  • Key Questions: Defining SuccessSlide 7What frameworks existfor understandingproposal effectiveness?© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Analysts View CPQ as Critical for SuccessGartner - Balance Customer Experience with Sales Productivity in Sales Automation InitiativesSlide 8© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • The CPQ ProcessSlide 9© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Product SelectionSlide 10© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Quotes and ProposalsSlide 11© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Approvals and NegotiationsSlide 12© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Order FulfillmentSlide 13© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Keys to SuccessSlide 14© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Key Questions: Identifying ProblemsSlide 15What things suggestproposal processes areless effective or efficientthan they could be?© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • What are the challenges?Slide 16I struggle to match solutions to needsI am under constant pressure to increase deal sizeMy spreadsheet always has old pricingI spend too much time collating and copyingI am constantly hammered for mistakes I makeI am always waiting on someone elseI need to get my team more productive© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Key Questions: Sizing ResultsSlide 17How can we quantify theimpact of optimizingproposal management –is there attractive ROI?© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Quoting Automation Will Deliver ValueSlide 185% Increase inRevenue30% Increase inQuotaAchievement35% Increase inLead Conversion25% Increase inDeal SizeDouble theproposals perrepIndependent Research© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Configure, Price, Quote (CPQ) ImpactSlide 19• 5% Increase in Order Size• 80% Reduction of Order Errors• 34% Increase in Quote Volume• 10% Increase in Quote Conversion Rate• Change the way an industry segment operates© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.
  • Questions and DiscussionSlide 20© 2013 The Sales Management Association. All rights reserved.Enter your questions in the“Questions” box on the righthand side of the webinarapplication window.Did we run out of time before we got to yourquestion? Presenters can follow-up with you viaemail. Feel free to submit more questions ifyou’d like an offline response.
  • © Copyright 2013 The Sales Management AssociationThank You.