Sales Tips: How to Document Value and Avoid "No Decision"

Customer Centric Selling

Sales Tips: How to Document Value and Avoid "No Decision". I wanted to focus on a fifth reason: Failure to agree and document value for buying committees. Without documented value it can be difficult for a seller’s internal champion to secure funding.

Buyer 59

Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

Smart Selling Tools

Partnering with Adobe ensures you can quickly address immediate need use cases and from there, our experienced team helps you visualize and plan how you can best deliver 100% digital experiences with PDF documents and workflows.

Crocodoc Brings Online Commenting and Markup to Any Document

Fill the Funnel

All of these edits do not actually touch the original document, but rather are all created on an “invisible overlay” over the top of your documents.

Crocodoc Brings Online Commenting and Markup to Any Document

Fill the Funnel

All of these edits do not actually touch the original document, but rather are all created on an “invisible overlay” over the top of your documents.

How Two Newborns Caused Sales Comp Armageddon


The core issue which led to this catastrophe was inadequate documentation. This lack of adequate documentation led to “automated chaos” The machines still worked, software still ran, but every undocumented exception and unwritten rule resulted in an incorrect payment.

Short Attention Spans Aren’t the Problem

The Sales Heretic

Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds.

Study 216

Video Review: @DocuSign

Smart Selling Tools

The document is reviewed easily, and sent for signature. The whole idea is for salespeople to quickly create & send documents and most importantly, to receive a fast signature in return. DocuSign’s solution can be used from your CRM.

Video 79

Do you believe proposals have magic powers?

Sales 2.0

We start acting as if the proposal we are creating is some kind of magical document that will make or break the sale by its very existence. But whats hard to explain is how many of these magical documents dont close the sale as they are expected to. Yes, just a document.

Mettler-Toledo Calibrates Solution for Critical Product Information

Sales and Marketing Management

Teaser: Robert Eggeman, Service Champion for Mettler-Toledo International’s multi-million dollar Process Analytics Divisio, went on the hunt for a better solution for managing the company’s technical documents and found it right in his own company. Issue Date: 2015-06-17.

Considering PandaDoc competitors? Your search stops here


When you’re searching for the right document automation tool for your business, the number of options can be overwhelming. Nitro works specifically with existing PDF documents, rather than allowing you to create your own customized documents. Also, Nitro does not offer a native mobile solution, which can make staying on top of the status of your documents a challenge while you’re away from your desk. to leverage the power of document automation.

How to build a scalable sales process (Q&A webinar)

It might not be well-documented, replicable, thoughtful or very successful, but you've got one. Here's the recording of today's webinar about how to build a scalable sales process (no matter the stage you're in today). Tune in below!

10 Best Electronic Signature Apps in 2018

Hubspot Sales

How much time do you waste signing documents? You format and print off a document, sign it, scan it into your computer, and (usually) reformat it again before sending. That’s where electronic signatures come to the rescue -- they let you sign documents in seconds.

10 Ways to Win More Deals With E-Signature Technology

Hubspot Sales

When multiple stakeholder are looking at your proposals, electronic signature technology can help identify the decision maker based on metrics like total time spent on the document or key pages. Digitally signing a document is much easier than doing by hand.

Are Excuses Affecting Your Sales Success?

Anthony Cole Training

My support staff hasn’t prepared the documents yet. The traffic was backed up. The client hasn’t gotten back to me with the information. I’ve been here less than a year, I inherited the current sales team. The leads I get from my internal partners are not very good.

Leads 144

Don’t Propose. Close.

Sales 2.0

Problem is this one meeting with one person in the prospect company usually does not give you enough information to document everything you need to know. — everything you need to know to pull together a document that will look good to everyone that is involved in the buying process.

Has your proposal gone to Neverland?

Sales 2.0

Try to avoid writing “proposals” and focus on writing “statements of work” In other words, only put the time in to write such a time-consuming document when you are 80-90% sure the deal is sold (and has been sold to all the key people).

Write with Care in Your Sales Presentations

Increase Sales

These written documents can build trust or erode trust. This type of listing in the presented documentation ignores value articulation. Sales presentations can earn the sale or sink it.

How to Leverage Data to Prioritize Your Sales and Marketing Efforts

Sales Benchmark Index

It should also be quantitatively defined, documented, and leveraged to prioritize your sales and marketing efforts. Is your organization properly utilizing your ideal customer profile? It’s not enough to just have one.

Data 148

Proposal Time Wasting

Sales 2.0

You can use documents to help sell these people but you should aim to “co-author” these documents with the decision-makers not guess what they want and write up your guess in a proposal. I had the opportunity to be a buyer of some B2B services a couple of months ago.

Giving Time

Bernadette McClelland

The other participants who were allocated the task of counting how many letter ‘e’s there were in a document of Latin text were those in the ‘wasting time’ group. Each one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought?

Skype 293

Make the First Step in Strategic Planning the Right Step

Increase Sales

Unfortunately, those same mid-szie to small businesses probably do not have all those questions answered nor have those documents readily available because they have not invested the time in the past to answer, collect or review them.

Sales Playbook and CRM Problems - What the Data Tells Us

Understanding the Sales Force

Companies want them, get excited about them, believe they are important, pay tens of thousands of dollars for them, and invest many hours collaborating for a successful final document. I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.

CRM 184

Eating Workplace Culture One Bite at a Time – Part 07

Increase Sales

This does require that all processes within the workplace culture first be documented and then a plan put in place to improve each process. Unfortunately many mid-size to small businesses fail to invest the time to document their processes including: Invoicing.

Vendor 167

The Qualification Call Follow Up Process

John Barrows

It’s about setting very clear expectations with the prospect about the process, documenting it and holding them accountable along the way.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?


Environment documented (could be technical environment, compliance sensitivities…). Decision-making process documented. Competitive landscape documented. Should marketing and sales agree on the definition of a lead? They should, but mostly don’t.

Automate Your Sales Process: 3 Best Ways to Smash Efficiency!

Sales Hacker

While an earlier post talked about automating the sales process with bots , this article shows you how you can take control of your sales data, documentation process, and contracts to get started with sales automation. You craft proposals, quotes, and RFPs as brand new documents from scratch and make redline edits by hand, each time. 2) Calculate Time and Resources Spent on Manual Document Creation. Next, think about how you create documents.

Sales culture – put the horse before the cart

Sales Training Connection

One of things we know about any organizational environment is that bad news tends to document itself – not always the case with good news. When someone or some team does something that is in line with the desired culture, make sure those actions are documented for awareness and reference.

Study 222

Where Do You Rate On The Paradoxical Nature of Time?

Bernadette McClelland

The other participants who were allocated the task of counting how many letter ‘e’s there were in a document of Latin text were those in the ‘wasting time’ group. The results showed that those who wrote to the child and then posted the letter felt they had more time up their sleeves than those who counted the ‘e’s in the document whereas the latter felt they had wasted their time and therefore had lost time.

Skype 239

It’s A Process Not The Bible

The Pipeline

A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair. It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales. By Tibor Shanto.

How Much Do Your Leads Cost?


Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business.

Leads 170

Deliver Empathetic Energy Not a Passionate Sales Pitch

Increase Sales

Anticipating what the sales lead may ask and having that document or documents ready again reflects your knowledge and credibility. Sometimes in sales, people confuse energy with passion. What ends up happening is the passion sounds like a sales pitch. When salespeople infuse emotional intelligence into their sales conversation, they now are delivering empathetic energy.

Energy 222

The Answer to Your Action Plan to Increase Sales

Increase Sales

Flight plans for planes are detailed documents that are up to date and well researched including weather conditions, known airfields (in case of an emergency) and existing air space. Regardless of what tool or document you use, the important item is to use the action plan to increase sales.

Course 177

Surviving Q4: 5 Things Salespeople Should Do to Make Their Number

Sales and Marketing Management

Have I documented the buyer's goal(s)? Have I diagnosed and documented the buyer's current situation? Have I documented how the buyer's goals can be achieved using my offering? Have I documented the value to the buyer and the buyer's organization? Have I documented what will happen between signing my agreement and having our offering fully available for their use? Author: Frank Visgatis A constant reality for salespeople is quota pressure.

Quota 225

What Is Missing in Your Action Plan to Increase Sales?

Increase Sales

What these documents look like probably varies from a couple of scribbles to numerous pages with detailed goals and other documentation. Some in small business as well in sales roles have an action plan to increase sales.

13 Ways e-Contracts Increase Hit Rates and Reduce Close Time

Hubspot Sales

Every change to the contract requires you to modify the word document, save your changes, convert the document to a PDF, and attach and re-send to everyone involved. Signing a document on an iPad screen is one-dimensional. One of the top things that grinds salespeople’s gears?

Setting Realistic, Achievable Goals

Tom Hopkins

I went so far as to draft up a document that looked like a legal […]. When it comes to setting realistic, achievable goals, there’s definitely a system involved.

Study 80

[Webinar Recap] Three Best Practices for Sales Compensation


Almost 10% of companies do not offer any formal incentive plan documents to their sales reps. Over 40% of the study respondents offer manual documents via PDF or Excel; however, many of them only provide their reps with this information during the first quarter sales planning process.

6 tips for delivering bad news to customers

Sales Training Connection

Document good news. Don’t forget bad news documents itself – good news doesn’t – so make sure you document good news. Sales reps – delivering the bad news challenge. Delivering bad news to customers – not something that makes a salesperson’s day.

Has Your Proposal Gone to Neverland (Part II)?

Sales 2.0

Finally, document how your offering meets your prospect’s need and how it will be delivered. A key point at this stage is to include the decision-makers as much as possible in developing this document. photo credit: JD Hancock.

Wring Inefficiency from Your Proposal Process and Win More Business

Sales and Marketing Management

These aren’t brochures you’re sending out – these documents are being carefully evaluated. Complex documents can require the input of a lot of subject matter experts. These people have “a real job," so getting their best effort, on time, every time, is clearly an obstacle to improving the quality and consistency of RFP and sales proposal documents.