Delivra’s sales reps were creating new proposal documents for each new opportunity and saving closed contracts in their own separate file locations. This method cost too much time, damaged brand consistency and provided Delivra’s management team with no visibility to the proposal pipeline.
Using traditional Word and PDF proposal documents gave Delivra’s sales reps no visibility to each prospect’s viewing behavior. This required blind follow up calls and lengthened the overall sales cycle.
Delivra now uses TinderBox to manage proposals from a single centralized location. As proposals are published, management can see how much business is currently outstanding in each rep’s funnel directly from the TinderBox Dashboard.
With TinderBox, Delivra’s reps now receive notification of every proposal interaction. They can see which decision makers have accessed each proposal and which pages within each proposal have received the most attention. With informed follow up reps have shortened the time to close deals and are better enabled to reach their goals.
This visibility to prospects’ viewing behavior has also provided Delivra’s marketing team with valuable information. “We learned that proposals have contained too much marketing ‘fluff’ in the past,” says Megan Glover, Director of Marketing. “Some pages received very little attention from prospects at the point of a contract decision, so we’ve streamlined the content of our proposals to reflect what they care about most.”
Utilizing a library of stored content and pre-populated templates, Delivra’s marketing team now equips sales reps with content that’s consistent, effective and easy to customize.