Read these sales proposal articles to win more bids.
This page presents sales proposal articles, reports, and papers that help increase proposal, RFP, and bid win rates.
Huge chunks of time are wasted trying to win contracts by responding to public and private sector invitations to tender. The cost of bidding for high-value deals is enormous and extremely counterproductive if the sale isn't won. This alone warrants a significant increase in the rigour with which RFPs are approached. This collection of sales proposal articles set out best practices.
Browse the titles listed below or use the search box at the top of the right-hand column to find what you are looking for.
- Banish Sales Proposal Drudgery
- Bid to Win - Ten Critical Bid Strategy Success Factors
- Double Sales Bid Win Rates
- How to Lose at the Bid Presentation Stage
- New Ideas to Make Public Sector Contracts More Effective
More Ways to Improve Bids, Tenders, and Sales Proposals
Thoroughly understand the requirements: Start by thoroughly understanding the requirements outlined in the bid, tender, or request for proposal (RFP). Carefully analyze the scope, specifications, and evaluation criteria. This understanding helps writers address the client's specific needs.
Conduct thorough research: Research the client, their industry, and their competitors. Gain insights into their challenges, goals, and preferences. This information allows you to customize your proposal, demonstrate a deep understanding of their business, and showcase how your solution can provide unique value.
Clearly articulate your value proposition: Clearly communicate the unique value your product or service offers. Highlight the benefits and advantages that differentiate you from competitors. Use compelling language and evidence-based claims to demonstrate how your solution directly addresses the client's pain points and delivers superior outcomes.
Provide strong evidence and references: Support your proposal with relevant evidence, case studies, testimonials, and references. Use concrete examples and data to demonstrate the successful outcomes you have delivered for similar clients or projects.
Focus on clear and concise communication: Present your proposal in a clear, concise, and well-structured manner. Use headings, bullet points, and visual aids to make the content easily scannable and digestible. Avoid jargon or technical language that may confuse or alienate the reader. Ensure that the key messages and benefits are easily understood and stand out.
Address potential concerns and objections: Anticipate potential concerns or objections that the client may have and proactively address them in your proposal. Show how you mitigate risks, handle challenges, and provide ongoing support.
Seek feedback and iterate: After submitting a bid, tender, or sales proposal, seek feedback from the client, particularly if the opportunity was not awarded to you. Use this feedback to identify areas for improvement and refine your approach for future proposals. Continuously iterate and improve your proposals based on feedback received, industry best practices, and lessons learned from previous experiences.
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We sometimes publish guest sales proposal articles by other authors. To suggest articles for inclusion, We will be pleased to review any articles put forward. Alternatively, email custserv@salessense.co.uk, use the contact form here, or call +44 (0)1392 851500.
