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Visibility, Control & Closing Deals with Proposify’s Conor Cox

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In today’s bonus episode, Scott sits down with Chief Revenue Officer at Proposify, Conor Cox. Conor joins the show for a deep dive into the impact that proposal software can have on the closing side of the business. Scott and Conor discuss best practices to help you win a higher percentage of your deals and what Proposify is doing to differentiate themselves in the marketplace. Conor talks in detail about the importance of having visibility and control over your proposals and speaks to how he structures his team at Proposify to put them in a position to be successful. Finally, Scott and Conor talk about the impact Proposify is having on management and how that is impacting their customers.

What We Covered:

00:25 – Scott welcomes today’s guest, Conor Cox
00:50 – Conor’s top proposal tip
02:25 – Conor provides his background and expounds on his current role at Proposify
04:08 – How Conor structures his team and puts them in a position to be successful
11:55 – Insights Conor has observed from Proposify’s most successful customers
15:18 – Conor explains the Pod Model they utilize at Proposify
17:34 – How Proposify is differentiating themselves in the industry
19:35 – Conor expounds on the management impact the Proposify has
21:58 – Final thoughts from Conor

Tweetables:

“My best proposal tip is 100% to include video in your proposal and in the closing part of your sales process. For us, we’re seeing a 41% increase in close rates across the board when we started to use video inside of our proposals. It’s been a game-changer.” (00:55)

“The data that you also get out of a proposal that is an online format like ours gives you the info and the data you need to make really meaningful changes to your business, to your product offering, to your business model. So, whenever you can, more data is usually helpful.” (07:28)

“Moving into a cloud tool like ours and rolling out some controls and bringing all of your content into a central place that’s pushed out to reps transforms businesses.” (09:08)

“I would say the other things that we’ve seen is shorter documents seem to be winning more. So, if you’ve got a thirty or forty-page proposal that you’re sending out, really think about cutting that down and getting to the core sections that you need to show someone in order to move things forward.” (12:58)

“The first benefit is that pairing your Account Executive with the CSM is gonna instantly make hand-offs better and more seamless. And, for us, because we have both sets of those pairings, we’re learning so much more way quicker.” (16:11)

“The visibility and the control that using a tool like Proposify gives to management is honestly one of the biggest value props we have.” (21:17)

Links Mentioned:

[email protected]
Sales Success Stories Podcast
2021 Sales Success Summit
Conor Cox on LinkedIn
Proposify

Tools Mentioned:

Gong

Episode 124: The Greatest SDR Story of All-Time – Patrick Joyce

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Patrick Joyce is a true one-percenter and he’s also the first sales hire Scott has officially made in his journey towards building his very own world-class sales organization. Patrick has been a lifelong seller with a diverse background including graduate-level mathematics, secondary education, insurance, and SaaS. He’s consulted over 100 startups and has a reputation for his unique ability to craft relevant, multichannel messaging that delivers results. Patrick has Continue Reading …

Get UNCrushed: Mental Health and Sobriety in Sales with Tim Clarke

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This episode is brought to you by the 2021 Sales Success Summit. To learn more about your opportunity to join us in-person in Austin this October or to sign up for the free sponsor-supported live-stream, click over to Top1Summit.com

In this week’s bonus episode, I’ve got the audio from the most recent All Things Sales Success webinar series sessions with Tim Clarke of UNCrushed for you. Stay tuned at the end to learn more about the connection between UNCrushed and this year’s Sales Success Summit. Here’s my conversation with Tim:

State Of Mental Health In Sales Report 2021

I mentioned in the intro that there was a connection between the Sales Success Summit and UNCrushed. After this conversation, I talked more with Tim and we’ve decided to make UNCrushed our non-profit partner & beneficiary at this year’s Sales Success Summit. A portion of all ticket sales will go to support this amazing organization. Not only will Tim be joining us, but at least one of this year’s presentations will delve into this important topic. Ian Koniak, the star of episode 104 last year, will be giving a talk titled: Your Are Not Your Number: Finding Joy and Fulfillment Outside of Sales Performance. You can learn more about the Summit at Top1Summit.com I’ve also updated the resources at top1.fm/mentalhealth and top1.fm/sober where I’ve included links to the interviews I’ve done with top performers on this show who’ve overcome addiction and found sobriety as part of their sales success journeys. They’re all super inspirational.

Finally, if you need help. Please reach out. Reach out to me, reach out to Tim, call one of the numbers listed at top1.fm/mentalhealth. You matter and if you need help, please ask for it.

Thanks for listening and make sure you’re subscribed because next week’s episode is an epic. I can’t wait to share it with you. Until then. Take care of yourself and happy selling!

The ABP’s of Gifting in Sales – Nina Butler

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This episode is brought to you thanks to the generous support of Alyce, Terryberry, and Vidyard. To learn more about them and all of our amazing sponsors, just click over to top1.fm/sponsors.

In today’s bonus episode, I wanted to share with you Nina Butler’s virtual presentation at last year’s Sales Success Summit where she talked about The ABP’s of Gifting in Sales.

Alyce has been an incredible sponsor of ours all year long, and rather than telling you about Alyce this time. I’d really like for you to experience what it’s like to get a gift from Alyce. If you’re in the US or Canada, all you have to do is write a short review of this podcast either on Apple Podcasts or if you’re not using an Apple Device then on Podchaser. Take a screenshot of that review and email it to me at [email protected] and we’ll set you up with the gift of your choice worth up to $50 from Alyce.

I’ll remind you again, but in the meantime, here’s Nina to talk about gifting in sales:

 

I probably should have mentioned in the beginning that you can watch the video version of this presentation for free as well, you’ll find that link and the slides at top1.fm/2020slides

And again, I really want you to experience Alyce. So as long as you’re in the US or Canada, right now I want you to write a quick review of this podcast on Apple Podcasts or over on Podchaser. Screenshot your review. Email it to me at [email protected] and I’ll work with Nina to set you up with your very own gift experience thanks to Alyce.

Thanks so much for listening all the way through today and make sure you’re subscribed to the podcast and come on back next week for another killer interview with a top-performing sales professional. I’ll talk to you then!

Writing Your Next Chapter – Leila Mozaffarian

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Leila Mozaffarian - ZipWhip SalesThis episode is brought to you by the 2021 Sales Success Summit and the amazing sponsors who are helping us deliver an incredible experience both in-person here in Austin and online. So far that’s Proposify, Outreach, and Gong. To learn more about them and the Summit, just click over to Top1Summit.com

As we come up to the close of Q2 and the first half of 2021 I thought this was the perfect time to share Leila Mozaffarian’s closing presentation from last year’s Sales Success Summit on Writing Your Next Chapter.

I think we’re about to see another dramatic shift. We’re not going back to where we were before the pandemic. We’re accelerating and going forward to our future together post-pandemic. This is a great opportunity to reflect on what that could mean for each of us, as we start the second half of the year and Leila’s message is perfect for just this type of transition period.

You can get Leila’s slides and the slides from all of the presentations from last year’s Summit at top1.fm/2020slides, and I sincerely hope you’ll consider joining us this October in Austin at this year’s Sales Success Summit, sponsored by Proposify, Outreach, and Gong. You’ll find all of those details at Top1Summit.com.

And now, here’s Leila:

Listening to that again has really got me thinking. If you’re like me, you might need to listen to it one more time to process it fully and think about what you want your next chapter to look like.

Again, you can find the slides at top1.fm/2020slides and if this is the type of content that you think might help you get to the next level and people like Leila are who you want to surround yourself with. I want you to seriously consider joining us at this year’s Sales Success Summit. This is a very intimate event here in Austin this October 11th and 12th. We only have room for a little less than 200 people and over half of those seats are already spoken for.

Are you ready to invest in yourself and your future and surround yourself with the best of the best? The only people allowed on the stage are the top-performing sales professionals you’ve heard here on this podcast.

So do yourself a favor and go to Top1Summit.com to get your ticket today. When you do I’ll also set you up with all of the videos from last year’s Summit as well.

Once you’ve done all of that. Be sure to come back next week for my next interview with another top-performing sales professional. Thanks for listening!

Episode 121: Believe Big with Multiverse’s George Mann

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George Mann is the top Account Executive at Multiverse, an organization based out of London, England that empowers and supports people to create their own realities as they journey through a fulfilling career. Multiverse is a true alternative to both a one-track university route and often uninspiring corporate training. Working with a range of companies from large corporates to small boutiques, George provides Continue Reading …