The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 months ago

Friday Fundamentals 130: Kyle Racki

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Friday Fundamentals 130: Kyle Racki

Everybody at Sam Jacobs, welcome backto the sale hacker podcast. Welcome to Friday. Fundamentals happy Friday, hopethat wherever you are, it is warm and wonderful in that you're enjoying sometime out in the sun, and, if not, I'm sorry we're here and we're back withKarahi the CO founder and CEO Propositi. To Talk to you about eight points,eight things that you can do to improve your sales process and close more deals.Now before we do that, we want to think our sponsor Friday. Fundamentals isbrought to by outreach out which triples the productivity of sales teamsat empowers them to drive, predictable and measurable Revenue Growth byprioritize the right activities in scaling. Coster engagement withintelligent automation, outreach makes customer facing teams more effectiveand improves visibility into it really drives results. Now. Kyle welcome backto the show, Hey Sam, going to be back. We're excited to have you so today weask you this proposal. I has created some research, and one of the thingsthat you all have created is eight things to do, to improve yourselvesprocess and close more deals. So tell us what those eight things areabsolutely so this is all taken from our state of proposals guide which weupdate every year and we basically crawl our database of proposals for allthis data and insight, and then we come up with some action will take away. Sothese are the AIDS you mentioned the first one is around design, so there'sactually some data that supports it, but it's a little bit of common sensethat great design is going to help. You close your deals, but it is you besurprised how many times sales leaders or sales reps may say like well, itdoesn't really matter. I mean we've got a one page R, it looks fine, it's youknow, I did it in word or whatever, but actually, if you take the branding andall the work that your marketing team puts into your website and the wholecustomer journey and apply it to your proposal, it can really stand out andmake a difference. So that's the first point. The second point is around video. Sobasically, using video in your...

...proposals now is a great way to standout from the competition it helps you be able to address people who weren'tinvolved in the sales process. It might be like your the CEO who's making. Thefinal decision didn't want to be part of all the discovery calls you canactually create a video addressing the CEO understanding, they're painting inbed that right in your proposal. The Third Way is basically just keepingyour closing document short and sweet. Sometimes we see proposals that arelike thirty forty fifty pages and it contain tons of information. There'sactual data to suggest that around seven or eight pages is actuallycorrelates to a higher close rate. So I think the idea is you want people toreally read this, even though they're going to scan it to a certain degree,the shorter, the better and make sure it's organized into into clear sections.The fourth point is really more around the productivity side or the work flowside of it is that a lot of times people get into trouble because theykeep copying and they keep duplicating old proposals and changing the Info andoften that works tons of errors into it he's actually a much better way to doit, which is just to always work off a master proposal template and then, whenyou need to make changes to it, you can do that, but sort of have yourmarketing team essentially manage and keep track of that master proposal. Thefifth one is about time kills deal, so people are used to this. When you youknow, we talk about Shat on website s like if somebody reaches out for a demo,or somebody reaches out to ask a question on your chat, wig it on yourwebsite. We know that if you keep them waiting a certain amount of time, youjust going to you're going to drop the amount of leads well. The exact samething is true, with proposals like if you make a customer or prospect, waitlike two weeks for a proposal or even a week, there's that kind of like buyingstate where people are hot, they're, ready to buy they're interested, and ifyou let too much time, go by they're just going to go elsewhere or they're.Not It's not going to be a priority anymore. So time kills deals the fasteryou can get that proposal to them. It's...

...going to correlate to a higher closerate. The six point is just about monitoring how clients interact withdeals. We actually found a crazy stat. You would think that the more prospectlooks at a proposal, the more interested they are and maybe the morewilling they are to buy, but our data suggests that actually passed aboutthree views. It correlates to a lower close rate, so it's actually two twoviews is about the sweet spot. The thing we infer there is that you knowif you keep looking at it, you keep opening it. Maybe there's somethingyou're unsure about or you're kind of on, the fence, whereas if you kind ofyou've already agreed or you've already made up your choice, sorry made up yourmind, then you don't need to look at it as much. The seventh point that wefound was that renaming your pricing section, you were investment actuallycorrelates to a higher close, and so our hypothesis there is that the wayyou position, your pricing to your virus is really important and if theylook at it as a cost or something that's not necessarily adding value.It's like. Oh, I have to come up with this cash. It just creates. It paints adifferent, a different positioning in the in the minds of the buyer. Sopainting it is. Your investment is sort of like you're putting this money in,but you're getting value out on the other end, and then the eighth point wefound was just make it really easy for clients to sign off on your teams deals.We found that e signature significantly improves the close rate, so not justthe time to close, but actually more people are willing to buy. If theydon't have to sign it, the old way, which you know printed out, sign itscanned back a picture kind of thing. So those were the eight action itemsfrom our state of proposals to help dominate your deals. Awesome and I'll.Just recap him, because I took some notes. First of all, everybody numberone great design makes you money. Number two use video in your proposals.If you can number three keep your closing docks, short and sweet number,four work off a master proposal. Template number five display sense ofurgency. Longer it takes the less likelihood you are to close the dealnumber six. Actually, the more they...

...open that email, the more they interactwith the proposal is not necessarily a good thing. We're looking at two viewsas the sweet spot based on Proposa is research number seven. This was a goodone. Rename your pricing section, your investment instead of pricing, call itinvestment so that people understand that's what they're doing, which is, ofcourse, true and number eight make sure you're using e signature. It is theyear two thousand and twenty one I personally don't even own a printeranymore, which is my bad, but it's just evidence of howimportant he signatures are kyle. It was great having you on the show remindus. The folks want to get in touch. What's the best way, yeah thanks forhaving me on the show, Sam people can get in touch through Lindon. They justsearch search, Kyle, racky rack I or they can check at the website, proposaPro Pos, if ycome, if they want to check out the product or should be anemails, just Kyla Propose Ikom Awesome if folks want to reach out to me, canLincolm for slash the word in Ford Flash Sam of Jacobs. Of course, you canalways email me, Sam at revenue, collection, I'll, even say you can textme. Nine hundred and seven seven zero one zero three n five et wil, see ifanybody's listening, kyle thanks so much for being our guest. It was greathaving you T T.

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