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If your prospect is looking for anything other than the proposal you put on the table – you have already lost. Stop reading, go home, and promise to never do that again.

Your buyers have a certain concept of what they need. Whatever that concept is, is rarely shaken at the proposal stage. If someone other than you shaped that concept, then walk away. Nothing we can share with you will undo the stupidity of failing to invest that time up front, and no magic in your proposal will undo the foolishness of letting your competitors shape your buyer’s concept.

Assuming you HAVE been the one to shape their concept of what they are looking for, in this blog, Hugh will show you how to put your most persuasive proposal on the table.