The B2B Proposal Playbook

Joe Ardeeser
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  • EVERY TWO WEEKS

Dive into the playbook of sales proposal mastery with Smart Pricing Table CEO - Joe Ardeeser. Hosted by Kevin Prewett, this podcast delivers actionable strategies, practical advice, and real-world examples to help you win more clients through effective and strategic proposal writing.

Episodes

  1. Episode 6 - How to Pitch Your Proposal

    30/08/2023

    Episode 6 - How to Pitch Your Proposal

    Welcome to another episode of The B2B Proposal Playbook. In this episode, we will shift the focus to the strategies and insights essential for mastering the art of closing deals. We hear from Joe Ardeeser, CEO of Smart Pricing Table, as he unravels the significance of proposal review meetings within the overall sales process. With a focus on fostering successful closures, Joe sheds light on the pivotal role these meetings play and advocates commencing with an initial sales discovery call, followed by an engaging twenty-minute proposal review session. By navigating client interactions and understanding their unique needs, Joe underscores the power of customization in pricing and crafting the offer overall.  Joe and host Kevin Prewett also chat about the importance of being clear in sales follow-up emails and how to avoid being annoying. They share tips on how to improve your sales performance and close more deals. Check it out Episode 6 of the B2B Proposal Playbook Podcast! A few highlights in Episode 6: Proposal Review Meetings: These meetings are considered as a crucial tool for closing sales that aids in overcoming objections and persuading prospects. Avoiding Follow-up Emails: Reduce the need for "annoying follow-up emails” and utilize insights from the sales discovery call to tailor the approach. How to Structure the Meeting: Start with an initial sales discovery call as a foundation. Then follow up with a focused twenty-minute proposal review meeting. During the meeting, sell the proposal, explain options, and potentially finalize the price. Strategic Questioning: Chat with the client to get a feel for their decision-making process and timeline. Get to know their interests and see how they react to different costs. The main takeaway - Proposal review meetings are essential for boosting sales by tailoring solutions in real-time through strategic engagement and clear communication. Catch up with Joe Ardeeser  here: Linkedin - ⁠https://www.linkedin.com/in/joeardeeser ⁠ Website - ⁠https://www.smartpricingtable.com⁠ Supercharge your proposal building with lightning speed, increased budgets, and better client attraction. Try Smart Pricing Table for conversion-optimized pricing tables and revolutionize your process. ⁠Schedule a demo now. ⁠ If you enjoyed the show, make sure to follow, subscribe and please leave us a 5-star rating

    25 min
  2. Episode 5 - Project Pain is Your Teacher

    15/08/2023

    Episode 5 - Project Pain is Your Teacher

    Welcome back to another episode of the B2B Proposal Playbook podcast! Get ready to hear some useful information as Joe Ardeeser and Kevin Prewett as they talk about the magic of crafting killer proposals.  We're talking about how to squash scope creep and make those profit margins soar. They also emphasized using pain points to supercharge your processes and keep those customer relationships free of nasty surprises. Plus, they'll dish out some solid advice on setting boundaries for billing and payments that'll make your life easier. And don't miss the bit on the reactivation clause that's a game-changer in client connections.  Let's dive in on Episode 5 of the B2B Proposal Playbook Podcast A few highlights in Episode 5: The fifth principle of the profitable proposal blueprint: continuously learn and improve your system by codifying your learnings so that you do not repeat the same mistakes. Reactivation clause:  a contract provision that minimizes surprises in customer relationships. It states that if a customer needs to pause a project, they must pay a fee of either two thousand dollars or ten percent of the project cost, whichever is lower. This protects businesses from long-term projects that may be canceled or paused without warning. Worst customers can be hidden blessings: they can show where there are blind spots or gaps in the process. Setting limits and boundaries: Establish limits and boundaries with clients, e.g., a four-payment system with milestones, the scope of work, and max hours of 10. This ensures clarity and agreement. Summary - Businesses can write effective proposals that eliminate scope creep, and productize offerings, and increase profitability.  Catch up with Joe Ardeeser  here: Linkedin - ⁠https://www.linkedin.com/in/joeardeeser ⁠ Website - ⁠https://www.smartpricingtable.com⁠ Supercharge your proposal building with lightning speed, increased budgets, and better client attraction. Try Smart Pricing Table for conversion-optimized pricing tables and revolutionize your process. ⁠Schedule a demo now. ⁠ If you enjoyed the show, make sure to follow, subscribe and please leave us a 5-star rating

    29 min
  3. Episode 4 - The Power of Options

    30/07/2023

    Episode 4 - The Power of Options

    Welcome to another captivating episode of The B2B Proposal Playbook Podcast! As a recap from our last episode, we delved into the invaluable insights CEO Joe Ardeeser shared about crafting winning proposals that stand out in today's fiercely competitive market.  In this episode, Joe and our host, Kevin Prewett,  will explore the strategic significance of offering options in sales proposals… highlighted by a personal story from Joe's personal experience as a homeowner.. Options not only give clients a sense of control but also fosters trust and transparency in the overall proposal process. They will cover the keys to clarifying ambiguity and building lasting relationships with customers through well-crafted proposal options. Listen to this episode as they emphasize the crucial understanding of client behavior and needs while offering a practical overview of the multitude of benefits that incorporating options can bring to your proposals.  A few highlights in Episode 4: The Power of Options in the Sales Process: Sales proposals are usually seen as the final step for a "yes" or "no," but they can also play a role in earlier sales stages. The Potluck Strategy: In both potlucks and conversion rates, removing the plastic and using a spoon is as crucial as bringing the main dish. Neglecting these small steps can lead to a significant decline or even zero results. Offering Options: Your customers may not be aware of everything you offer, so it's essential to communicate effectively. Include a section in your proposal to pitch additional items can provide significant benefits. The Benefits of Options: Offering options can help build trust with your prospects and make them feel like they are in control of the process. In conclusion, offering options in sales proposals increases sales, builds trust, and allows for customization and better pricing discussions in the overall sales process.. Catch up with Joe Ardeeser  here: Linkedin - https://www.linkedin.com/in/joeardeeser  Website - https://www.smartpricingtable.com Supercharge your proposal building with lightning speed, increased budgets, and better client attraction. Try Smart Pricing Table for conversion-optimized pricing tables and revolutionize your process. Schedule a demo now.  If you enjoyed the show, make sure to follow, subscribe and please leave us a 5-star rating

    23 min
  4. Episode 3 - Use the Right Tools – Proposal Software

    17/07/2023

    Episode 3 - Use the Right Tools – Proposal Software

    Welcome to another episode of The B2B Proposal Playbook Podcast. Join CEO Joe Ardeeser as he reveals the secrets to crafting winning proposals that will set you apart in today's crowded market.  In this insightful episode, Joe and our host delve into the benefits of Proposal-Specific Software, exploring the significance of harnessing advanced features like e-signatures, open notifications, analytics, upsells and dynamic totals.  They also discussed how these powerful tools can enhance your profitability, streamline the proposal writing process, and enable you to create professional, easily comprehensible proposals that increase revenue for your clients.  A few highlights in Episode 3 - Use the Right Tools – Proposal Software: Proposal-Specific Software:  The high-level benefit would be adaptability and depth of features. E-signatures: Without this, the process of getting a signature can be time-consuming and prone to errors.    Open Notifications: Allows you to track when your prospect has opened the proposal. It's good to get initial feedback on how quickly they opened it, giving you a sense of how engaged they are. Analytics: Allows you to track how your prospect is interacting with your proposal. This includes what pages they clicked on, if they browsed the multi-page proposal, or if they're looking just at your terms. Upsells: You can make an entire line item optional or to add additional check boxes so that the prospect can configure their proposal based on their desires and budget. Dynamic Totals: Having an interactive pricing table gives your prospect a dynamic total based on the services selected. In conclusion, Proposal software can be a powerful tool for businesses looking to increase their sales and profitability. It can also help streamline the proposal writing process, provide robust analytics, and enable upsells. Catch up with Joe Ardeeser  here: Linkedin - https://www.linkedin.com/in/joeardeeser  Website - https://www.smartpricingtable.com Supercharge your proposal building with lightning speed, increased budgets, and better client attraction. Try Smart Pricing Table for conversion-optimized pricing tables and revolutionize your process. Schedule a demo now.  If you enjoyed the show, make sure to follow, subscribe and please leave us a 5-star rating.

    25 min
  5. Episode 2 - Stop Repeating Yourself

    23/06/2023

    Episode 2 - Stop Repeating Yourself

    Welcome to the Episode 2 of The B2B Proposal Playbook Podcast. Join CEO Joe Ardeeser as he unlocks the secrets to writing winning proposals that will set you apart in today's crowded market. He will share some practical tips, strategies, and secrets to help you write winning proposals.  Tune in to The Proposal Playbook to improve your proposal writing skills and take your game to the next level.  A few highlights in Episode 2 - Stop Repeating Yourself: Productizing: a crucial process that involves defining and structuring each service or product offering in a replicable manner. It allows for the creation of well-defined offerings that can be easily communicated and repeated. Why is productizing important: Productizing services/products not only improves the quality of proposals but also has a positive impact on morale and the company's bottom line. Optimize work: Work should be conveyed in line items, providing a concise and understandable description of the service/product. The level of detail in line items should strike a balance between being overly detailed and too vague. Enhancing Customer Satisfaction and Clarity: offering upsells or configurable options allow clients to customize their service or product packages according to their specific needs and preferences. This flexibility enhances customer satisfaction and engagement. Catch up with Joe Ardeeser  here: Linkedin - https://www.linkedin.com/in/joeardeeser  Website - https://www.smartpricingtable.com Supercharge your proposal building with lightning speed, increased budgets, and better client attraction. Try Smart Pricing Table for conversion-optimized pricing tables and revolutionize your process. Schedule a demo now.  If you enjoyed the show, make sure to follow, subscribe and please leave us a 5-star rating.

    29 min
  6. Episode 1 - Proposals - Your Project's Foundation

    23/06/2023

    Episode 1 - Proposals - Your Project's Foundation

    Welcome to the pilot episode of The B2B Proposal Playbook Podcast. Join CEO Joe Ardeeser as he unlocks the secrets to writing winning proposals that will set you apart in today's crowded market. He will share some practical tips, strategies, and secrets to help you write winning proposals. In this podcast, discover how to create proposals that systematize proposal writing and build a catalog of offerings, boosting your team’s morale and increasing profitability. Tune in to The Proposal Playbook to improve your proposal writing skills and take your game to the next level. A few highlights: * Writing Winning Proposals: The Proposal Playbook is a new podcast series that will teach you everything you need to know about writing winning proposals, from putting together a compelling and well-organized pitch to capturing the attention of potential clients. * What You'll Learn: Discover how to research your potential client and tailor your proposal to their needs, structure your proposal for maximum impact, write compelling copy that captures the reader's attention, and create a quality follow-up process that increases your chances of closing the deal. * Why You Should Listen: Whether you're a seasoned sales professional or a novice entrepreneur, you'll find valuable insights and actionable advice in every episode. Plus, the podcast is brought to you by the Smart Pricing Table, a powerful tool that makes it easy to create pricing tables that convert. Link up with Joe Ardeeser here: Linkedin - https://www.linkedin.com/in/joeardeeser Website - https://www.smartpricingtable.com Supercharge your proposal building with lightning speed, increased budgets, and better client attraction. Try Smart Pricing Table for conversion-optimized pricing tables and revolutionize your process. Schedule a demo now. If you enjoyed the show, make sure to follow, subscribe and please leave us a 5-star rating.

    27 min
  • 6 Episodes

About

Dive into the playbook of sales proposal mastery with Smart Pricing Table CEO - Joe Ardeeser. Hosted by Kevin Prewett, this podcast delivers actionable strategies, practical advice, and real-world examples to help you win more clients through effective and strategic proposal writing.

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