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

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