Process

The 4 Types of Sales Objections and How To Overcome Them

Picture this: You’ve connected with a potential customer that sounds like they would be a great fit for your product. You know that your product can solve their pain points and deliver an amazing ROI, but when it comes time to move the deal forward, they are quick to say no.

You’ve just run into a sales objection.

Sales objections can be frustrating, but they’re almost always a part of the sales process, so if you want to close more deals, you’re going to want to learn what they are and how to overcome them.

Does Outsourcing Part of the Sales Process Actually Work?

New year, new challenges.

Whether your company has ambitious revenue targets, sky-high sales expectations, or grandiose growth goals, the pressure is on. As a sales leader, you want to ensure your sales organization is running on all cylinders right out of the gate. But with limited internal resources, you might be wondering how to ramp up your output. Could outsourcing be the answer?

Internal Deal Review is a Breeze with Proposify's New Approval Workflow Enhancements

Is the chase for internal contract reviews and pricing approvals slowing down your deals? Are deals being roadblocked by your own team when it comes time to close? It’s time to speed up and smooth out your sign-off process with Proposify’s new approval options.

10 Sales Closing Techniques to Help You Win More Business

“Always be closing.”

If you’re in sales (and even if you’re not), you’ve surely heard this mantra a hundred times before. The reality is, if you want to be a sales superstar, you’ve gotta be a closer. But some folks in sales are uncomfortable with the term 'closer,' as they feel it carries a negative connotation. Thankfully, the cliche of the callous, cutthroat closer is long gone. However, if you want to succeed, you need to learn how to close the right way.

How to Motivate Your Sales Team Without Money

Sales team motivation is not all self-help gurus and cheesy inspirational quotes. It isn't even about fame and fortune. No, really. To maintain effort, drive, and results, your sales reps need to find and optimize motivators beyond money that work for them, especially if they’re working from home. Here's how to find the non-cash incentives that will take your sales team to the next level.

Why Every Sales Team Needs Proposal Management Software

If you’re in any way involved in the sales process, you already know how big of a deal proposals are. They’re your best—if not your only—shot at convincing prospects to choose your product over the competition. And yet, they’re still treated as an afterthought.

Like it or not, Microsoft Word isn’t meant for designing proposals, and combing through multiple versions of each sales document isn’t exactly efficient. Enough is enough. It’s 2021 and the world’s gone digital, so it’s about time you drop those archaic proposal practices and start using proposal management software to take back control of your sales process.

6 Ways to Stop Wasting Time and Start Increasing Sales Productivity

As a sales rep, your work week is jam-packed with various sales activities. Finding time to prospect new leads, complete follow-up tasks, hit your sales targets, and plan ahead for your next week can sometimes feel impossible. If you feel like you need more time in your week but you can’t seem to find it, there’s a good chance it has to do with your sales productivity. With a few pointers on how to stop wasting time and start increasing sales productivity, you’ll be crushing sales in no time.

The Importance of a Deal Approval Workflow (and How to Create One)

Sales teams are at the core of almost every organization. From prospecting to sending, their efforts throughout the sales cycle are crucial in generating revenue and business growth. But to prevent costly errors from popping up, their work often hinges on sign offs from various stakeholders along the way. While approvals are great for compliance, they can cause major bottlenecks that can doom deals. In an environment where speed and time are of the essence, a smooth approval workflow process is invaluable. Here’s how to create one.

How to Sell Your Clients on a Monthly Retainer

Whether you’re a consultant or an agency, generating a consistent flow of revenue can be difficult. Projects come and go and client priorities can change, so it’s up to you to ensure you have enough cash flow each and every month. Retainer agreements can help take you from reactive to proactive when it comes to closing deals, and provide you with steady income to keep your business afloat. To avoid any stall in cash flow, consider selling your clients on monthly retainers. Here’s how to do it right.

Three Business Proposal Executive Summary Examples You Can Steal

We've said it before but we'll say it again: The executive summary isn't a summary of your whole business proposal, it's a summary of why your solution is the best one. It’s your opportunity to sell your prospect on why they should choose your company over the competition. And done right, it can give you the ability to win over your prospect before they even reach the pricing section. But before you pop the champagne, you’ll need to learn how to craft the perfect executive summary. To get you started, we’ve come up with three executive summary examples you can use as a guideline.