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Proposal Presentation Process + Playbook

Description

The proposal presentation is a critical step in closing deals, where your sales team has the opportunity to align the prospect’s needs with a tailored solution. This milestone establishes a structured process for presenting proposals virtually via MS Teams, Zoom, or similar platforms. We’ll create a meeting type and a playbook to guide reps on how to prepare, present, and handle objections effectively. Custom properties will capture presentation details on the deal record, and reports will track metrics like presentation volume, follow-up outcomes, and deal conversion rates, enabling your team to refine their approach and improve success rates.

Process Summary

  1. Meeting Type Creation: Add a new meeting type in HubSpot for proposal presentations to differentiate these from other sales activities.
  2. Playbook Development: Develop a detailed playbook that outlines the preparation process, key points to address during the presentation, and follow-up actions.
  3. Custom Properties Configuration: Configure custom properties to capture key presentation details, including client reactions, objections raised, and next steps, organized in a dedicated section on the deal record.
  4. Reporting Setup: Build reports to monitor metrics like the number of proposal presentations conducted, conversion rates to closed deals, and follow-up success.
  5. Testing and Refinement: Test the process with your sales team to ensure the playbook, custom properties, and reports meet their needs and refine as necessary.

Requirements

  • Input on the proposal structure and key points typically covered during presentations.
  • A list of objections or common questions prospects may raise during proposal presentations.
  • Collaboration to define success criteria for presentations and follow-up actions.
  • Feedback during testing to align the playbook and reporting with the team’s workflows.

Milestone in Action

Demo video coming soon.

Key Outcomes

  • A standardized process for preparing and delivering virtual proposal presentations.
  • Consistent and effective messaging during presentations using the playbook.
  • Critical insights captured directly in HubSpot for improved deal management.
  • Improved tracking of proposal presentations and their impact on deal conversion rates.