Sales reps like to sell; it’s in their name. And I know Shakespeare so keenly asked, “What’s in a name?” But in the case of the salesman, I’d be glad to take the immortal bard to task. The more time salespeople can spend speaking with potential customers, the better. Therefore, it’s in the best interest of a business to find ways to maximize a salesperson’s time spent in front of potential customers.
One way to do that is to look in the direction of proposal software, also referred to as proposal management software. Sales teams traditionally spend too much time drafting contracts and proposals, and this software can simplify and expedite the process through automation and proposal templates. In addition to increased efficiency, many proposal products provide analytical insights that allow users to track who is looking at proposals and for how long.
It’s these kind of features that make this software so worthwhile. Sure, at one point it made sense to type out every contract or proposal in a word processor or spreadsheet application, but times are changing, the future is upon us and people are using a Kindle to read Shakespeare!
Now that you’re unequivocally convinced, some of the things you’ll want to consider when investing in proposal software are features like CRM integrations, industry requirements and the types of documents your business uses. Depending on the needs of your company, some of these features may be more or less critical for you.
Looking at G2 Crowd’s live Grid℠ for proposal software, there are a few interesting takeaways. First, there is relative consistency for Market Presence (the y-axis) among products qualified for the Grid℠. However, when you look at the overall Satisfaction rating (the x-axis), there’s quite a bit of variation. Using the live Grid℠ can be an effective snapshot of the proposal space, but G2 Crowd’s Fall 2016 Proposal Grid℠ report offers more insight.
Some Proposal software products that have received high satisfaction scores include:
- Meets Requirements – DocSend 96% (avg. 88%)
- Ease of Admin – Proposify 93% (avg. 84%)
- Ease of Doing Business – Endeavor CPQ 99% (avg. 92%)
- Quality of Support – GetAccept 98% (avg. 89%)
- Ease of Setup – DocSend 93% (avg. 82%)
- Ease of Use – DocSend 96% (avg. 85%)
In addition to satisfaction ratings, G2 Crowd’s Fall 2016 Proposal Grid℠ report also offers feature-specific ratings. The report ranks, for example, Proposify highest in customizability of documents, suggesting this product may be a good option for businesses that produce many different types of documents. Meanwhile DocSend and QuiteWerks rank first and second, respectively, in engagement tracking, a feature that could help with the evaluation and efficacy of proposals.
After narrowing down your search, compare your selected proposal products to see which one best fits your needs. It’s impossible to determine if one proposal software is universally best; however, with adept research, you can find one best configured for your business.