Gartner Research

Creating Proactive Proposals That Stick

Published: 11 March 2011

ID: G00210854

Analyst(s): Leigh McMullen

Summary

Selling your ideas to the C-suite is part telling a great story and part gaining buy-in and removing roadblocks before you actually deliver a proposal.

Table Of Contents
  • Overview
  • Before You Begin
    • Relationship Selling Requires Relationships
    • Make Sure You Have a Fully Developed Opportunity
  • Developing the "Plan to Win"
    • First, Decide What You're Really Selling
    • The Winning Sales Plan
  • Learn to Tell a Great Story
    • Good Characters Drive a Compelling Story
    • Reveal the Problem
    • Allude to, but Do Not Reveal, the Solution
    • Pitch the Solution
    • And That Is an Elevator Pitch
    • Filling In the Details
  • Conclusion

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