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5 Ways To Empower Your Sales Team to Become Effective Proposal Writers
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Discover five key strategies designed to train managers on how to close the gap between proposal writers and sales teams, using technology and team communication as a bridge.

9/18/2013
When: Wednesday, September 18, 2013
1 PM - 2 PM EDT
Where: Webinar link sent with registration confirmation
APMP Online Conference Center
APMP Members: $25/Nonmembers: $75
Contact: Patrice Scheyer, Director of Marketing & Communications

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APMP Webinar
5 Ways to Empower Your Sales Team to Become Effective Proposal Writers
How to Ensure Proposals Are Functional, Error-free and Aesthetically Pleasing -- Every Time

Presenter
Amit Davé, President, salesElement

$25 for members/$75 for non-members
Purchase a recording of this webinar here

 

Session Overview
Proposal writers are responsible for strengthening the backbone of an organization's sales efforts by producing compelling documents that close deals. Because their expertise is key, they are called upon when cream-of-the-crop prospects issue proposal requests. Time constraints are obstacles. Sales teams are often called on for assistance executing documents for smaller deals, which can divert focus from larger bids. Empower your sales team to create proposals themselves, with permission from the proposal writers.

As sales teams are confronted with the responsibility of creating documents on their own, they must be properly written, flawless, and visually stunning in order to gain confidence from managers and trust from prospects. A successful organization’s sales teams must be armed with the proper tools to meet lofty standards. How can managers ensure that prospects receive detailed, professional documents, when the baton is passed from proposal writers to sales teams? They need a system where a sales-accessible database, CRM, and proposal software work together harmoniously. In this presentation, Amit Davé provides 5 helpful tips designed to train managers to close the gap between proposal writers and sales teams, using technology and team communication as a bridge. 

This session explores tools and steps to empower sales teams to follow, so proposal writers can provide comments and feedback. The session is meant to train proposal managers and other managers to identify when proposal talent is needed and when coaching is more appropriate.

After attending this session, attendees will walk away with new insight into:

  • How management can train their sales teams to be empowered.
  • What happens when proposal writers do not give up control to sales teams?
  • How an organization can instill confidence within proposal writers when handing over control to the sales professionals.
  • Discovering what tools are available and necessary when creating effective proposals.

How does this presentation target management-level employees and the vertical market they represent?

Managers typically strive for team members to aim higher than the bare-minimum, place winning deals as a high priority and stick to the strategies and content that achieve those goals. A management focus on larger opportunities is important, while the rest of the organization is dedicated to promoting best practices. This allows sales teams to access prospects early in the buying cycle, with a focus on smaller deals. Trusting the sales team with smaller bids ensures that the bids most worthy of your time are presented strictly to management. If the process is done correctly, management should still review and approve proposal documents to ensure company-wide consistency is being recognized.


About the Presenter
Amit Davé, founded salesElement, a proposal software company, in 2003. salesElement helps sales teams produce proposals and quotes, allowing the proposal teams to focus on larger RFP responses. Over the last decade, Amit has worked with a dozen CRM systems in dozens of settings. He likes to share his deep technical knowledge in non-technical settings. Prior to salesElement, Amit created web applications for Fortune 100 companies as well as systems that are used by millions of people. Amit is a member of the Nor’easters chapter of the APMP.