What is the validation stage of the sales cycle?
What is a Stage 4: Business Case & Proposal Opportunity?
You have confirmed with the prospect that your multi-threading technology is a solution that will solve their problem and now you are building a business case & proposal with solid ROI metrics. They intend to buy the solution, and the executive/economic buyer is aligned with a Company executive and on board with the decision to move forward.
👤 BUYER IS DOING: Internally evangelizing to all Decision makers that our Platform IS the solution, starting to submit our paperwork to legal and security review, allowing access to the buying team
Exit Criteria:
Seller Activities:
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Sales Resource | Master Proposal Deck
What is a Proposal Deck and when should it be used?
The proposal deck should be used during stage 4 of the sales cycle. It enables us to communicate our company's specific value to a specific prospect in a compelling, polished way. It helps us establish credibility and builds confidence in our product to accelerate momentum towards a closed won deal.
Why is a Proposal Deck important?
The proposal deck serves a few key purposes:
- Differentiates our company from our competitors/alternatives
- This grants us another opportunity to:
- Confirm their pain points, goals, and use cases
- Further, cement our partnership
- Counter any remaining objections and remove any blockers to the deal
- Set expectations with the prospect
- Establish our company as the right solution
- Helps streamline the pre- to post-sales handoff by ensuring the prospect’s team (AE, CSM, Content, Support, etc.) is aligned and well-versed on the customers' needs, goals, and concerns.
Words that close
1. SAY “APPROVED PRICE”
❌ In negotiations, most reps say list price or typical price or standard price - MAJOR no-no.
That language extends sales cycles by 19% when it’s used at any point in a deal. Saying list price TRIPLES the time you spend on pricing if it’s said in your first two sales calls.
✔️ Instead, say the approved price.
The buyer believes the pric
