Episode 76: Under Armor, Nike & The State of Proposals 2021

The Black Line Between Sales & Marketing

There has been an explosion of State of [insert title name] Reports, to the point that when you look it up, there’s millions of results. We’re starting a new feature on the podcast where we’ll review these types of reports to help you understand what they mean, bring in application to what you should or shouldn’t do differently, and give you real commentary on them. If you have a report you’d like for us to review, let us know by emailing our Producer at [e-mail]. This episode, we’re taking a look at the State of Proposals 2021 - Analysis and Insight to Dominate Your Deals from Proposal to Close.

When you create a proposal, you want to include these items, according to the State of Proposals 2021:

• Cover Page
• Executive Summary
• Approach/Solution
• About Us/Our Team
• Deliverables
• Pricing
• Terms & Conditions/Sign-Off

Mike and Doug go through 5 key findings:
1. In a year defined by unpredictability, sales teams adapted - and won
2. Proposals with images close at a higher percentage
3. Deal velocity is increasing
4. Proposals that don't close get more attention than those that do
5. Discounting can be a viable strategy, but there's a limit to its effectiveness

Takeaways:

• Mike - I'm going to reevaluate proposals for my business.
• Doug - Don't send shitty proposals.

If you'd like to be featured in upcoming episodes, let us know what your question is on Twitter @DemandCreator or email our Podcast Producer at [e-mail]

And if you want to watch the video recording of this episode, you can do so at
https://blog.imaginellc.com/theblackline/state-of-proposals-2021 and follow us on Twitter @dougdavidoff, @knowingwhen & @DemandCreator.