Product Description

Strategic Proposals identifies the critical linkages between consultative selling and writing a proposal that communicates value to a buyer. It shows how to position the proposed product or service as a perfect match to the buyer's carefully defined needs and objectives.

Strategic Proposals explains how integrating the sales and proposal development processes will help sales professionals:

- refine and focus information-gathering activities
- develop consultative, long-term relationships with buyers
- write winning proposals that can dramatically increase their Proposal Close Ratios

This book will provide you with proven structures, guidelines, and examples for writing sales proposals that get results. After you read this book, you will never be able to give a customer just another "boilerplate" proposal.

Bob Kantin is president of KEI & Associates, a consulting firm specializing in sales and proposal integration and automation.

Product Details

• Amazon Sales Rank: #990229 in Books
• Published on: 1999-04
• Original language: English
• Number of items: 1
• Binding: Paperback
• 153 pages

Review
"Strategic Proposals is an immediately understandable and applicable book both for seasoned veterans and novice account managers. A clear overall structure for proposals is offered with detailed recommendations. For the skeptics a clearly stated logic for each recommendation is offered. Perhaps its greatest strength, however, is its use of stories and real cases to communicate how to develop successful proposals. You will find this a useful book and your customers will certainly agree." -- Dr. William L. Cron, Professor of Marketing Edwin L. Cox School of Business, Southern Methodist University

"After reading your book, I realized that our proposals did not reflect our consultative sales process. We redesigned our property and rental management proposals using this book's recommended structure and guidelines. We now do a much better job of educating prospective property owners and investors about all aspects of the strategic, long-term decisions they are making. This book will help any organization focus their consultative selling activities." -- Robert E. Milne President, The Resort Company

"Besides selecting the right software, a successful proposal automation project has three critical components: 1) designing an effective proposal model; 2) developing a customer information gathering tool; and 3) integrating the proposal development process with a consultative sales process. Strategic Proposals provides a clear and concise guide for accomplishing all three. This book should be essential reading for any organization that wants to automate its proposal process and increase its proposal close ratio." -- Michael Damphousse Vice President of Marketing Co-founder, Pangaea

"Many sales people use boilerplate proposals to package the price along with generic features and benefits and seller information. In strong contrast, this book presents a practical approach that links consultative selling to the development of a very customer-specific sales proposal. It presents a logical proposal structure and describes in detail how each component will help the customer make a buying decision.

Perhaps the use of a model proposal and supporting sales tools to write strategic proposals is the most innovative concept presented in the book. Any size organization will find this approach an effective way to implement a strategic proposal process that helps focus the consultative selling efforts of their sales force." -- Gary B. Elliott, M.D. President IntelliMail

"This book is an essential tool for all professionals and organizations who are required to submit written proposals to win sales and contracts. Application of the principles presented in the book will result in a significant increase in proposal/close ratios.

"In today's business world, whether within a service, manufacturing, or government environment, "successful selling" is critical to survival. This book is a 'step-by-step' guide to developing customized winning sales proposals, which integrates a consultative sales process with the development of a strategic proposal. It identifies the characteristics of a winning strategic proposal and guides readers in developing consultative relationships with potential buyers. Obtaining critical qualitative and quantitative information is required to demonstrate an understanding of how the 'product' will add value to current strategies, the financial impact of the seller's product, and the critical decision-making tools used by top management.

"The approach recognizes and reflects the realities of today's team-based selling and buying process that buyers need to make informed comparisons between competitors and options.

"This book provides numerous relevant examples to help readers integrate and apply the principles presented to their specific work environments. The emphasis placed on early and ongoing involvement of the buyer in the proposal development process will ensure the proposal clearly identifies and demonstrates not only the value added benefits of the product, but also the capacity of the seller to uniquely deliver on the contract." -- Cathie Kennedy, Principal Consultant The Australian Institute of Management

"This is one of the most perceptive books I have read on selling; it provides real-world structures, examples, and guidelines. Any sales professional who follows a consultative sales process needs this book as a reference. It clearly links selling and writing a winning sales proposal; combined processes I think many organizations would find most beneficial." -- Ruben S. Cortez, President, Recruiting Resources, Inc.

Customer Reviews

Fantastic Overview with great detail on how to write winning proposals
The author, Mr. Bob Kantin is certainly the Guru of Sales Proposals both for external and internal proposals. His knowledge expressed in the entire book points the direction to winning deals. Highly recommend this book

Excellent Resource
This book should be THE textbook on proposal development. Using Strategic Proposals as a guide, we've changed the structure of our proposals from products to customers' needs. The result is a marked improvement in the response we get from our prospective clients.