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Online proposal generator improves close rates and volume of proposals, each averaging $5 million.
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Challenge.
ADP Retirement Services is the sixth largest provider of 401(k) plans. Their national sales force needed
proposal and presentation materials to compete in the marketplace. ADP-RS conducted win/loss
studies validating that more substantive, value-based, professional - looking proposals would extend
prospects’ interest through layers of decision-making.
Action.
The Murray solution – an online proposal configurator and generator, with a custom print-on-demand
proposal binder, delivered UPS directly to ADP-RS sales reps. Each online proposal generated printed
binders and tabs with customized proposal content. A sales rep tailored each proposal’s executive
summary, tab order and content based on the prospect’s priorities. Print-on-demand eliminated
previous hassles of copying, assembling, and mailing. The tool automatically generated an abbreviated
on-screen presentation and pricing. A 60-120 page proposal was generated in five minutes; a task that
had previously taken days. Sales managers have tracked proposal activity by rep, prospect, date and
proposal amount. Marketing has tracked trends in client priorities, validating positioning.
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Results.
Sales reps saved time. Proposals were back to prospects faster. Quality, consistency and effectiveness of
proposals increased dramatically. Managers had actionable, real-time data for reporting and forecasting.
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© 2009 Murray. All rights Reserved |
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