How to create smarter follow up sales conversations to close more deals

As critical as it is for teams to have quick access to the content needed to compile RFPs, it’s just as important (if not more) to ensure that the right content is being used to move prospects down the sales funnel.

Content needs to be accurate and up to date, and it needs to reflect your company and its offerings in the best light. It also needs to be tailored to each of your prospects and, most importantly, it needs to be engaging.

How do you ensure that’s the case?

1. Understand what content your prospects are spending time on

   By determining what your prospects are focusing on as they review your proposal, you’ll have a better sense of what information is important to them and where they’re losing interest.
   
   Let’s imagine that you send a prospect some collateral and a proposal for a solution during the last week of the quarter. They have the budget and want to move ahead but are being guarded about their decision and you aren’t sure whether you’ll close the deal. 
   
   With Qorus’ sales enablement and proposal management software, you’ll have access to its Share & Track feature. Instead of attaching a document, you’re able to create a shareable link that you can paste into your email and track how your prospect is engaging with the content.
   
   It lets you see how often your prospect has opened and shared the proposal you sent them, what they’re spending time reading, and what they’re clicking on.
   
   

   
   You might log in to Qorus Share & Track and see that your prospect has opened the proposal straight away and viewed the pricing page, then they viewed the technical content you customized for their environment, before they revisited the pricing page. This gives you some great information about your follow-up conversation with them.

2. Use the insights to tailor your follow-up conversations
   
   Once you’ve discovered what drives a successful proposal with Qorus’ built-in measurement tools, you can steer the conversation in a meaningful direction.
   
   You could give your prospect a call to touch base and ask if they have any questions on the technical set up or pricing. You may even be able to use the opportunity to reiterate how the solution will work in their environment, and you could let them know that you will be following up with additional technical documentation. 
   
   With knowledge of what exactly your prospect needs, you can then create a custom document from a selection of technical documents (stored in Qorus) and send this to your contact. 
   
   The Share & Track feature also gives Marketing insight into which pages prospects find engaging and which they’re skipping over. If Marketing knows which content is most valuable, they’re able to focus their time, efforts, and attention on developing smarter follow up material that supports Sales and helps them close more deals.

3. Leave room for honest assessment and improvement
   
   Part of uncovering the “winning formula” involves some trial and error, as well as the willingness to honestly assess what’s working and what needs to be improved. As long as you keep collecting insights and use them to inform the direction of future strategic initiatives and content creation efforts, you can be confident that your results will improve.
   
   As you learn more about the types of content that your clients and prospects value, you can adjust your sales and marketing strategies accordingly and create more winning content.
   
   Watch this quick explainer video to see exactly how Qorus’ Share & Track feature works
   
   

    

Build customized, professional, engaging proposals

Qorus makes it easy for your sales force to prepare proposals quickly, with personalized content. Qorus can help with the mountain of effort required to answer RFPs, RFIs, RFQs with pitches, presentations and ultimately SOWs to win business.