I chatted with a client the other week.
He was getting lots of leads, but his cashflow was tight.
So we did some digging.
I asked him to create a spreadsheet of all the proposals he sent out.
There was just over $2 million outstanding.
I asked him if they were being followed up.
He said no.
I could see the gap.
Later I was talking to a friend who specialises in sales training.
Some salespeople treat proposals like homework assignments.
They think that’s the end, I’m done.
But really, it’s just the beginning.
How about you?
How many proposals do you have outstanding that need a nudge?