optimizing sales proposals and quoting

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© Copyright 2013 The Sales Management Association. Sales Management Association Webcast 2 May 2013 Presented by Optimizing Sales Proposals and Quoting

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DESCRIPTION

Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This presentation offers instructive insights for firms working to improve proposal and quoting effectiveness and identifies: Technology's role in enabling productivity, the impact of improved management control, important process considerations for organizing initiatives, best practices for proposal and quoting, management and new approaches for gaging proposal effectiveness Of special interest are findings that suggest strong ROI on initiatives to streamline proposal and quoting - including higher lead conversion rates, reduced cycle times, margin enhancement, improvements in cross-selling and up-selling, and greatly reduced errors.

TRANSCRIPT

Page 1: Optimizing Sales Proposals and Quoting

© Copyright 2013 The Sales Management Association.

Sales Management Association Webcast

2 May 2013

Presented by

Optimizing Sales Proposals and

Quoting

Page 2: Optimizing Sales Proposals and Quoting

About The Sales Management Association

A global, cross-industry professional association for sales

operations and sales management.

Focused in providing research, case studies, training, peer

networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers,

academics, and practitioners.

Learn More: www.salesmanagement.org

Slide 2

© 2013 The Sales Management Association. All rights reserved.

Page 3: Optimizing Sales Proposals and Quoting

Today’s Panelists

Slide 3

© 2013 The Sales Management Association. All rights reserved.

Page 4: Optimizing Sales Proposals and Quoting

© Copyright 2013 The Sales Management Association.

Sales Management Association Webcast

2 May 2013

Presented by

Optimizing Sales Proposals and

Quoting

Page 5: Optimizing Sales Proposals and Quoting

Today’s conversation

Slide 5

• Setting the stage: Sales Management Association

member input and context

• Frameworks for understanding proposal effectiveness

• Identifying and sizing the opportunity to improve

• Important outcomes and benefits from best practice

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 6: Optimizing Sales Proposals and Quoting

Setting the Stage

Slide 6

© 2013 The Sales Management Association. All rights reserved.

How well is your sales organization performing in each of the following elements of proposal management?

Not at all effective Very effective

Sales Management Association 2013 Study on Sales Proposal Effectiveness; n=56 B2B sales organizations

Somewhat effective

Page 7: Optimizing Sales Proposals and Quoting

Key Questions: Defining Success

Slide 7

What frameworks exist

for understanding

proposal effectiveness?

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 8: Optimizing Sales Proposals and Quoting

Analysts View CPQ as Critical for Success

Gartner - Balance Customer Experience with Sales Productivity in Sales Automation Initiatives

Slide 8

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 9: Optimizing Sales Proposals and Quoting

The CPQ Process

Slide 9

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 10: Optimizing Sales Proposals and Quoting

Product Selection

Slide 10

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 11: Optimizing Sales Proposals and Quoting

Quotes and Proposals

Slide 11

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 12: Optimizing Sales Proposals and Quoting

Approvals and Negotiations

Slide 12

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 13: Optimizing Sales Proposals and Quoting

Order Fulfillment

Slide 13

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 14: Optimizing Sales Proposals and Quoting

Keys to Success

Slide 14

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 15: Optimizing Sales Proposals and Quoting

Key Questions: Identifying Problems

Slide 15

What things suggest

proposal processes are

less effective or efficient

than they could be?

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 16: Optimizing Sales Proposals and Quoting

What are the challenges?

Slide 16

I struggle to match solutions to needs

I am under constant pressure to increase deal size

My spreadsheet always has old pricing

I spend too much time collating and copying

I am constantly hammered for mistakes I make

I am always waiting on someone else

I need to get my team more productive

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 17: Optimizing Sales Proposals and Quoting

Key Questions: Sizing Results

Slide 17

How can we quantify the

impact of optimizing

proposal management –

is there attractive ROI?

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 18: Optimizing Sales Proposals and Quoting

Quoting Automation Will Deliver Value

Slide 18

5% Increase in Revenue 30% Increase in Quota Achievement 35% Increase in Lead Conversion

25% Increase in Deal Size

Double the proposals per rep

Independent Research

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 19: Optimizing Sales Proposals and Quoting

Configure, Price, Quote (CPQ) Impact

Slide 19

• 5% Increase in Order Size

• 80% Reduction of Order Errors

• 34% Increase in Quote Volume

• 10% Increase in Quote Conversion Rate

• Change the way an industry segment operates

© 2013 CallidusCloud. Used with permission by The Sales Management Association. All rights reserved.

Page 20: Optimizing Sales Proposals and Quoting

Questions and Discussion

Slide 20

© 2013 The Sales Management Association. All rights reserved.

Enter your questions in the

“Questions” box on the right

hand side of the webinar

application window.

Did we run out of time before we got to your

question? Presenters can follow-up with you via

email. Feel free to submit more questions if

you’d like an offline response.

Page 21: Optimizing Sales Proposals and Quoting

© Copyright 2013 The Sales Management Association

Thank You.