Imagine what your sales team could do with the time saved on creating proposals.
VGS’s proposal process was manual and time-consuming. 2-3 hours, for 3-4 days a week would be used for creating / updating proposals and chasing down approvals.
I don’t see the process of getting a proposal approved by a customer as a blocker anymore.
We have a tool that makes the proposal a more interactive process – where we would build this proposal together and possibly just come to an agreement right then and there.
Zal Akhtar is an Account Executive at Very Good Security (VGS), a data security company that helps other companies by taking on the liability and cost of storing sensitive information. Their team was looking to improve the velocity of their sales process and streamline the approval process by adopting RevOps.
Q: Could you tell us a little bit what your sales process looked like before using RevOps?
Zal: What I’ve seen with RevOps is now I can make the customer conversation a more interactive experience. You have turned the pricing conversation into an interface; and the customer can negotiate and discuss the pricing on the call. If someone says “send over the pricing”, I can now say: “Actually we have a tool that makes the proposal a more interactive process – where we would build this proposal together and possibly just come to an agreement right then and there.”
Q: How is your process now different?
Zal: I’m not worried anymore about how much time a proposal is going to take; I’m not worried about getting things approved since they’re pre-configurably approved by the Legal and Finance teams - and I don’t see the process of getting a proposal approved by a customer as a blocker anymore. It’s streamlined and it’s 20 times easier to jump on RevOps and share my screen with a potential customer; build the proposal with them, and after getting the green light from the customer, printing it as a PDF and sending it over.
Q: What do you do with the time that you’ve saved?
Zal: I reinvest that time to prospect more customers and to be able to take in more meetings. I’m reinvesting the time I was spending on generating and improving proposals to landing more business. Originally I probably spent 30 minutes on prospecting – now I can spend 2 or 3 hours!