Beyond the Number

Beyond the Number: Why Your Proposal May Be What’s Wrong with Your Price

As pricing professionals, we have lots of tools to help us examine the numbers, but what if the real pricing pressure is because our sales teams aren’t delivering compelling proposals? In this course, Reuben Swartz, a ‘numbers’ guy from Mimiran, reveals how there are limits to numerical analysis and huge opportunities for price and revenue gains from improving proposals.

This course is aimed at B2B firms who use proposals to sell and who have some freedom in how they craft the proposals. Firms that have strict proposal requirements–for example, government sales–will learn some valuable tips, but may not be able to apply the full range of techniques.

Duration: 152 minutes

Attendees will learn:

  • The two critical mindset shifts you need to create compelling proposals

  • The structure of a winning proposal and what you should take out

  • How one sales team went from a 30% win rate and constant pricing pressure to tripling their win rate and transcending pricing pressure

Reuben Swartz

Founder, Mimiran: Sales Acceleration Software for Services Businesses

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