Chipman sales reps were creating and modifying their own proposal documents, leading to inconsistent content, inconsistent branding and no central resource to update and approve material.
Because proposals were disparate and decentralized, sales managers had no visibility to their teams’ pipelines. Instead, each sales rep would submit a ‘pending file’ report of outstanding deals to management: a manually updated spreadsheet of names and info.
Justin Chipman, Vice President and General Manager, learned about TinderBox in an Entrepreneur Magazine feature article. Immediately he knew this could be Chipman Corp’s solution for a central, web-based library of proposal and contract documents.
“Today with TinderBox,” says Justin, “our reps use consistently branded proposal content with every deal that goes out.” While some content is locked from editing in the field other content can be customized by each rep, ultimately providing the whole sales team with the most effective and up-to-date material at all times.
With a central TinderBox platform to manage all proposals, Chipman’s managers now access pipeline information directly from the Dashboard, eliminating manual reports.
Using TinderBox tracking features, Chipman reps receive alerts whenever a proposal is viewed, accepted, or any other action is taken on the document. They’ve learned that some proposal content is largely neglected while other content receives the vast majority of a prospect’s attention. In response, Chipman is altering the structure of its proposals, placing important contract details on those pages that perform the best.
“Proposal alerts are making our sales reps and our proposal documents more responsive, efficient and effective,” says Justin Chipman.