Process Library

Proposal Handoff and Review

How to move a qualified discovery into a proposal that gets read, by scheduling the review before the proposal is written.

Sales 6 steps
When to use

After a discovery call where the prospect qualified on budget, authority, need, and timeline.

Trigger
Runs when: Discovery complete and the prospect is qualified

The procedure

6 steps

  1. Within 24 hours, send a written summary of what is broken, what they want, and what success looks like.
  2. Confirm the four boxes are checked: budget exists, a signer is in the room, the need is documented, and the timeline is defined.
  3. If any of the four is missing, run a second discovery instead of advancing to a proposal.
  4. Schedule the proposal-review meeting before drafting the proposal.
  5. Send the proposal 24 hours before the meeting so they read it cold.
  6. Walk the proposal live, then confirm the decision process and the next date on the call.
Outputs
  • A written discovery summary
  • A filled qualification scorecard
  • A booked proposal-review meeting
Tools
CRMProposal toolCalendar
Note: Sending a proposal with no scheduled review meeting is the polite way to lose a deal. The meeting forces the read.
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Related searches
proposal process sop sales proposal handoff close deal checklist proposal review meeting sales qualification scorecard

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