Stop sending your sales proposals as PDF email attachments and crossing your fingers for a "yes."

For doer-sellers and sales/marketing professionals in the B2B services world, the quest for the "perfect" proposal template is a distraction. Instead of relying on a document filled with firm resumes and boilerplate text, winning new business requires an obsessive focus on the client's needs, starting long before a document is ever drafted.

In this episode of Breaking BizDev, John and Mark break down why the best proposals are synchronous conversations, how different roles in your firm contribute to success, and the core ingredients needed to close the deal. In this episode you'll learn...

• Why you must present proposals as live, synchronous conversations
• How to use the "highlighter test" to keep your focus on the client
• The distinct roles your delivery, marketing, and proposal teams play
• Why firm resumes and case studies belong buried deep in the appendix
• How a great Statement of Understanding sets up 3-option pricing

CHAPTERS
00:00 Welcome
02:37 Lessons From Two Bobs
04:45 Proposal Starts Upstream
09:01 Perfect Proposal by Role
19:54 Core Proposal Ingredients
28:41 Client Focus and Wrap Up

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