The techniques of automating the process of proposal creation have been around for well over a decade and the available software is now quite sophisticated. In fact, the best ones, such as Sant Suite, can do much more than proposals, automating many parts of the sales communications process, from the prospecting to the follow-up. When coupled with a CRM system such as SalesLogix or Microsoft CRM, these programs are very effective.
The two main parts of proposal automation systems are (1) the software that enables the user to “cover all the bases” in the proposal process and (2) the library of persuasive statements that make possible specific responses to the client’s unique problems… and guaranteeing that those responses will meet management’s need for control and approval over what is proposed to a prospect.
Using Sant Suite as an example, once it is loaded up with a good library of persuasive statements that cover possible client needs and expected results, a sales rep can step through the proposal process, selecting the best available statements and supporting data in a very short period of time. And the end result will be made up of previously approved statements, written in good English and strung together in a manner that will get the attention of the prospect and earn their respect for thoroughness and completeness.
