Nate Gilmore is the chief revenue officer at PandaDoc and his job is to grow the company. It is their goal to help small businesses increase their sales and revenues. He has spent almost 20 years in the small business industry and most of those years were in software.
The idea of proposals
Salespeople can send out proposals and not get a reply for days or even weeks. This experience is a common challenge for many sales reps. Salespeople need to understand that the entire workflow of the business depends on how well they’ve gotten to know the customer. Having insight into how their organization works, their timeline, and what their needs are will improve the content of what you send and get the right data to send out.
PandaDoc makes each stage of getting information to your client much easier.
Creating your proposal
PandaDoc has created a template that pulls in customer data from your CRM which makes the workflow much more efficient. If you don’t have a CRM, the template will do it for you. With the customer data within the template, you now have a customized proposal that was done in less time. PandaDoc saves you time in creating the proposals since it already has a template that sales reps can work with right away.
Sending your proposal
When you send your proposal depends on the workflow and process of your company. You may have to send it to someone internally first or you may be able to send it to your client immediately. Once sent the speed in which your proposal works lies with your customer.
The right time to use the proposal
Sales reps can use the proposals in two ways: in the pitch or the marketing. When someone receives a proposal that’s been generated through PandaDoc, sales reps can see when the document is opened.
The best time to send a proposal is after the discovery phase when the customer has consented to receive the information and is looking for it. At this point, you know someone who is interested and could potentially champion your product in front of decision-makers. If possible, embed demos in the proposals to make it more effective and customized. Proposals generated by PandaDoc offer these types of unique features so every client feels they are receiving a document made especially for them.
Every step is part of the sales process and it’s the responsibility of each salesperson to do discovery ahead of time in order to make the process as efficient as possible. Discovery should reveal the needs of your customers and let your customers know they are being heard. PandaDoc has your client relationship in mind with its customizable templates. The program revolves around the workflow of a salesperson so they are able to personalize their proposals based on the client’s specific information.
Driving the sale through
PandaDocs have a number of tools to help salespeople make their sales goals. Your proposal is a document you can view at each step of the process. Once sent, sales reps can see who is checking it and when. It helps the rep and the client connect by helping them understand what the client needs. If you see that your client has forwarded the proposal to someone else, you can check where it’s hung up or when they are ready to move forward with the deal. This allows the sales rep to see what’s happening at each stage.
Following up with your client is an important part of the sales process. It’s critical to know if you are dealing with the decision-maker or with an internal champion. Once you know, you know how to follow up.
How does PandaDocs work?
Most of PandaDoc’s clients use the program to reduce the length of the sales cycle in order to drive toward revenue faster. The program simplifies the workflow to move from sign to pay at a higher velocity.
“How To Get More Proposals Signed Faster With Pandadoc” episode resources
If you want to grow the velocity of your sales cycle and evolve your business, you can try visiting Pandadocs. You can also check out Nate’s LinkedIn.
If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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