Proposify’s digital proposal software is designed to give sales leaders more visibility and control over the closing phase of their sales process through the management of proposals, quotes, contracts, agreements, and other documents.
While the company had initially operated as a 100% inbound sales team, it recognized that reaching the accelerated growth targets it had set for 2020 and 2021 would require a shift to a more outbound-focused sales approach. Having struggled to make a similar transition in the past, Proposify reached out to Cosmic Growth for B2B sales training and support.
“We’d built a good inbound system, but with outbound, we were never able to really crack that nut and get the proper number of meetings booked,” explains Daniel Hebert, VP of Sales at Proposify. “We were experimenting a lot, talking to a lot of people, and taking in all the best practices we could find to try to do it on our own. But none of us on the team had grown an outbound process from the ground up before.”
To support Proposify in the development of its outbound sales program, Cosmic Growth began with onboarding sessions that allowed us to get to know the company, its ideal customer profile, sales process, current outbound messaging, and technology stack. Using the data we captured, we created a highly customized sales playbook to guide outbound sales efforts, which we refined over time through one-on-one coaching and conversations with stakeholders at all levels of Proposify’s team. Commenting on the personalized nature of Cosmic Growth’s approach, Hebert notes, “We looked at a number of different vendors initially. Typically, when you have a vendor that creates a playbook, it’s pretty broad. They’ll come in, look at the strategy, and then create a playbook – and that’s the extent of the engagement.”
He continues, “With Cosmic Growth, we got that – but we also got one-on-one coaching for each rep and with the managers and myself, just to make sure that everything was going well and that we were using the playbook effectively. We were also able to also give feedback on the playbook so that it wasn’t just a ‘one and done’ document we’d have to figure out on our own. It was an iterative process where there was a lot of feedback and back and forth. All of that was exceptional and exceeded our expectations.”
For Will Aitken, an Account Executive at Proposify, one of the biggest advantages to the level of customization in Cosmic Growth’s approach was how it enabled him to integrate a greater degree of personalization into his sales communications. “Everyone knows that, in prospecting, personalization gets results. But it’s really hard to get personalization right. Cosmic Growth helped us identify key triggers for our target market and then bring those into our prospecting process at scale.”
Like Hebert, Aitken also benefited from Cosmic Growth’s focused attention. “We have a lot of one-on-one coaching with Cosmic Growth, where they’ll jump on the phone or listen to some of my calls and help me tweak them,” he shares. “I’ve gone from booking one meeting every other week for myself, to now spending 25% of my time prospecting, but consistently booking at least three meetings every week with companies I actually want to work with.”
“When we were attempting to do outbound before, we were – at most – booking five outbound meetings a month, max, across the team” shares Hebert.
“Now that we’ve implemented this process, along with a couple pieces of technology, we’re seeing weeks where we’re booking more outbound meetings than inbound. Outbound meetings booked keeps growing month over month. Over the next couple of months, we’ll probably outnumber the inbound meetings that we’re booking – something that was unheard of at Proposify a year ago.”
Proposify’s work with Cosmic Growth has also allowed Hebert to reclaim time he formerly spent building and managing the outbound component of the company’s sales program. “Because we didn’t have the expertise in outbound, having to continuously look up best practices, trying to figure out how to put them into a playbook that would be understandable for reps, and teaching that playbook over and over took up a lot of my time.”
“Now, thanks to Cosmic Growth’s playbook, all of that is off my plate and my managers’ plates. We can run this model very well now, and we can do it without having to dedicate a full-time BDR or manager resource to it.”
Proposify is revolutionizing the closing process with customizable proposal templates that allow companies to showcase their professionalism and unique style. Proposify customers appreciate the company’s industry-specific proposal templates, focus on sales collateral optimization, and proposal customization services.
Cosmic Growth is a B2B sales training consultancy that enables companies to increase the number of outbound sales meetings they book through custom sales playbooks, sales cadence development, and sales coaching.
Including templates for ideal customer profiles, buyer persona goals and challenges, probing questions, outreach guidelines, customer stories and objections
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