Author: Kassy@scorecardsales.com

Let’s be honest—sales proposals are a moment of truth. It’s the fork in the road where all your discovery, follow-up, and preparation either pays off or falls flat. And yet, too many salespeople treat it like just another task to check off. “Send the proposal” becomes the default step, often rushed or overlooked entirely. But...

Here’s one of the great misunderstandings in modern selling: that a proposal is the final step, a polished document that wraps everything up with a bow. But the truth is, your proposal should be a continuation of the conversation—not the conclusion of it. A good proposal doesn’t just summarize your offer; it creates clarity, invites...

Let’s be honest—most salespeople put a lot of effort into building their proposal and almost no effort into presenting it. We assume that if the proposal is good, it should speak for itself. But here’s the truth: proposals don’t sell. People do. And the way you present your proposal can either build confidence and close...

Here’s something all of us salespeople can relate to. We get an exciting opportunity that is equally lucrative and challenging. We have to do a little extra work and research to put together an estimate and proposal but, hey, for an opportunity like this, it is definitely worth it. After all, the potential customer is...

Let’s be honest—many emailed proposals don’t fail because of price. They fail because they’re presented poorly… or not at all. You can have the perfect scope of work, competitive pricing, and all the right deliverables, but if the proposal lands with a thud instead of sparking a conversation, the deal dies quietly. I’ve seen too...

God bless email and the wonderful tool it is for salespeople, but at what point does efficiency morph into laziness? Let me show my age by saying I remember the time when we didn’t have the luxury of email and had to hand-deliver our proposals to customers—and actually discuss them. In the spirit of full...