What are the most effective ways to set clear expectations and timelines for the quoting process?

To set clear expectations and timelines for the proposal process, a sales representative should: Initial Meeting: Understand needs & timeline. Summarize: Recap requirements & discuss timelines. Proposal Delivery: Specify deliverables, pricing, & timeline. Follow-up: Confirm receipt & offer to clarify. Deadline: Set a clear decision deadline. To understand the decision-making process: Ask: Inquire about decision-makers & process. Observe: Note who's involved & their roles. Listen: Understand concerns & priorities. Feedback Loop: Keep communication open for updates. Adapt: Tailor proposal to address their process & needs.

- Understand the customer's needs and decision-making process - Communicate proactively with the customer throughout the quoting process - Set milestones and deadlines for each step of the quoting process - Leverage automation and CPQ tools to streamline the quoting process - Manage exceptions proactively by communicating delays or issues to the customer and working together to find a solution. -Review and improve as needed each quarter

To set clear expectations and timelines for proposals: Define Milestones: Break down tasks (research, drafting, review) with specific dates. Communicate: Regularly update stakeholders on progress and any changes. Realistic Deadlines: Allow buffer time for unforeseen delays. Collaborate: Involve team members for input and alignment. Document: Create a timeline document shared with all involved parties. Review: Evaluate and adjust timelines as needed for feasibility. Confirm: Obtain agreement on deadlines from all stakeholders. Follow Up: Send reminders and updates to keep everyone informed.

To set clear expectations and timelines for proposals: Detailed Proposal Outline: Provide a clear breakdown of sections and what's needed in each. Specific Deliverables: List exactly what the client will receive, like reports or prototypes. Milestones: Outline key stages with dates, e.g., "Research Phase: 2 weeks." Communication Plan: Specify how often updates will be given, via email or calls. Deadline Clarity: Clearly state the proposal submission deadline. Clear Roles: Define who does what, like "Client Review: 3 days." Contingency Plan: Mention what happens if timelines shift, ensuring transparency. Visual Timelines: Use charts or timelines for quick understanding. Ensure everyone is on the same page for a smooth proposal process.

Al enviar una propuesta, la misma debe ser lo más clara y concisa posible. La propuesta debe ser fácil de entender, estar enfocada en los puntos claves y debe traer solo la información relevante (los anexos técnicos y condiciones son importantes, pero podrían venir en otro anexo o incluso en un hipervínculo dentro de la porpuesta). Adicionalmente, algo que me ha ayudado mucho al mandar la oferta por correo es no solo enviar un documento sino un link hacia un pequeño video personalizado de no más de 80 segundos (herramientas sin costo como CANVA permiten hacerlo), que explique los puntos claves de la presentación (valores, tiempos, condiciones generales) y así dejar abierto un canal de comunicación frente a cualquier duda que pueda aparecer.

To set clear expectations: Define proposal stages & milestones. Communicate timelines explicitly. Provide detailed instructions & resources. Schedule regular check-ins for updates. Clarify roles & responsibilities upfront. To anticipate objections: Understand customer pain points. Address objections proactively in proposal. Offer compelling solutions. Provide evidence & testimonials. Practice active listening & empathy.

Para evitar que un cliente te "deje en visto", lo mejor que puedes hacer es solicitarle abiertamente una fecha en la que pueda informarte una decisión. Con eso, evitarás darle seguimiento innecesario que pueda volverse fastidioso y erosionar la relación comercial antes de que comience. El seguimiento es clave, pero jamás debe volverse un hostigamiento del prospecto. Si la fecha que el cliente te da está muy adelante en el tiempo (semanas, meses), puedes mantenerte en la mente de tu prospecto enviándole mensual, quincenal o semanalmente información que pueda ser de su interés (por ejemplo, invitaciones a webinars, eventos, papers, ebooks, etc.). Con esto mantendrás cercanía y mejorarás la relación durante la espera por su decisión.

You are a trusted advisor of the customer, and your job is to help them during the evaluation of the proposals and their decision-making process. So you're going to stay in touch, offering advice on the characteristics of your solution, the use cases that are good for them, and the benefits they will provide. This is typically an ongoing iterative process of engagement with the customer during which you will communicate regularly with them. If this process is interrupted, it means a competitor has probably replaced you as the trusted advisor, and you risk losing the deal.