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The Science to Managing Content and Creating Winning Proposals
Posted By Kaitlyn Myers | Jun 29, 2016
In my previous blog article, I discussed ways that the best content and proposal writers use an artistic approach to developing content. In other words, they apply a more creative mindset to develop content that doesn’t sound like everyone else. And that’s a good thing.
Yet at the same time, there is – and should be – a scientific method to managing content and building proposals. Think of this as the part of the equation where proposal teams can automate manual processes, improve collaboration between key stakeholders, and create great proposals faster and much more efficiently than ever before.
It’s a real opportunity. On average, Qvidian customers create sales presentations 40% faster and increase their win rate by 28% … and you can, too.
This blog examines the role the right proposal technology can play in the “scientific” part of the process and takes a closer look at the benefits of RFP technology.
According to our 2015 Content Automation Trends Report, 83% of salespeople reported that they had a hard time finding content. This challenge is bigger than just creating frustrated salespeople, especially when you consider that when they can’t find what they need, they may rely on outdated content.
To solve this challenge, use RFP technology that offers functionality to serve up the most appropriate content resources for each selling situation. RFP solutions can also provide search capabilities that help salespeople and proposal writers quickly find exactly what they are looking for.
Personalized content is an extremely effective way to stand apart from competitors’ proposals and effectively demonstrate that your organization really understands the prospect’s challenges. RFP technology delivers powerful personalization functionality that uses existing data from your CRM system to customize content in real time.
Collaborate with Subject Matter Experts
Content doesn’t update itself, so it is critical to improve collaboration between subject matter experts and content owners. Users can take advantage of technology to assign content, request updates, and track assignments or expired with ease.
Tracking and Analytics
Speaking of tracking, RFP technology also helps proposal teams take advantage of powerful content analytics so they can track the popularity, usage, and effectiveness of content. This is clearly the most obvious example of the scientific approach being the opposite of art. This removes all subjectivity and individual opinions and attempts to help users make the most effective decisions possible.
Bring this scientific philosophy to your writing, and you’ll be vastly improving the ways that your company reaches out to prospective customers. By using the right technology to help manage content, your organization can see results where they matter most: topline revenue growth and a stronger bottom-line.
To learn more about applying art and science to your proposal efforts, please download our new guide, The Art and Science of Developing and Managing Sales Content, today.