Prospects Should Earn Proposals Does your sales team give out proposals and quotes like one of those people standing on the street handing out flyers? “Here, please take one!” There is a cost to giving out proposals or paperwork too soon – the prospect doesn’t value it or your time, and you lose the chance to set up a specific next step that would help them earn the proposal. Example: You do a demo. At the end of the demo, they ask about pricing or a proposal. You say you’ll include a proposal with a follow up email. They say, “Thanks.” You send the materials. You never hear from them again.
