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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Brian Sullivan, David Mattson

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CHAPTER 20Developing the Response

It’s time for you to actively develop the proposal. Depending on the complexity of the pursuit and the requirements of the target organization, the depth and detail to which proposal processes extend may include areas that drill deeper than those listed below. However, whatever process you choose must at the very least encompass the following elements:

•   Strategy review

•   Completion of business case

•   ROI development

•   Reference validation

•   Completion of cost/pricing

•   Finalizing the solution

•   Developing the draft

•   Draft review

SANDLER ENTERPRISE SELLING RULE

Bid on the business you’ve earned the right to win.

Why is it so important for the sales lead to be engaged in each of these areas ...

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