The proposal stage is a common sticking point in the sales process that delays the sales cycle. Why? Often sales teams listen well in the Discovery Stage, but do not tailor their offering sufficiently to address buyer pain points. This incomplete connection leads to a loss of trust and positions you as a vendor, rather than a Trusted Advisor that is a source of competitive advantage.
Ideation is Salessparx’s technique to transition from problem identification to solution creation. Use an Ideation Document to collaborate with the buyer to move the sales process from “you and me to we.” As the Document evolves, the buyer can clearly see the why change is necessary, why change is needed now and why your company is the best partner. The Ideation Document becomes a proposal that represents a shared vision of success and is the foundation to a long-term trusted relationship.