If there seems to be a lot activity around creating proposals only to have them go nowhere, it’s worth taking a closer look at the reasons why they go nowhere. If your sales people have a difficult time connecting the value of your product or service to what the customer values, all that work will be in vain.
If your sales people can’t articulate the unique selling proposition that makes them stand out from their competition, they become one of many options that all look the same to the buyer.
This too becomes a missed opportunity. Since there is only so much time in the day, and time is spent on proposals that go nowhere, other revenue generating activities fall by the wayside. And as a result, revenue declines.
