Proposal Tips That Build Value & Profit
Value-based proposal training for B2B reps. Learn the components of a winning B2B proposal and the 10 tips that separate proposals that justify price, protect margin, and close at full profit from proposals that get picked apart on price. Sales skill set #11 of the Modern Sales Performer Course Collection.
LEARN ON ANY DEVICE
Take the course from your desktop, tablet, or phone. Start the next lesson whenever you’re ready and move through the training at your own pace.
QUICK ANSWER
How do you write a B2B sales proposal that builds value and wins at higher profit?
Most proposals are price sheets dressed up as documents. They don’t tell a story, they don’t build value, and they give the buyer every reason to negotiate on price. The rep with the better proposal wins more deals at higher margin.
This module covers the basic components of a strong B2B proposal — cover page, criteria page, technology comparison, financial comparison, executive offer — and then delivers 10 specific tips for making every proposal you send more compelling, more value-based, and more profitable.
WHO IT’S FOR
Is this the right course for you?
COURSE CURRICULUM
What’s inside — the full breakdown.
2 sections · 20 lessons.
THE FULL COLLECTION
All 14 modules — in order.
This module is Module 11. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby.
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President’s Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
What reps are saying about the Modern Sales Performer collection.
“I’ve made a lot more money now because I have a proven strategy to build value on all of my deals.”
“I crushed my sales quota, won rookie of the year, and have been promoted 3 times.”
“After the Modern Sales Performer course I was 100% sure what I am doing and why.”
“Pure gold. It helped double our sales in just three months.”
PRICING
This module is part of the Modern Sales Performer collection.
Get this module — and all 13 others — in one complete program.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
FAQ
Questions before you enroll.
What are the basic components of a strong B2B proposal?
The module covers: cover page, criteria page, technology comparison, vendor comparison (optional), financial comparison (TCO), executive unique offer, and presenting the proposal. Each component is explained with the purpose it serves in building value.
Can I buy this module on its own?
No. This module is available exclusively as part of the Modern Sales Performer collection — 14 modules, 18+ hours. Learn more about the full collection →
What’s the difference between the proposal tips and the basic components?
The basic components section covers what to include in the proposal. The 10 tips section covers how to make the proposal more effective — things you do when writing it, presenting it, and following up on it.
Does this work for service-based businesses, not just products?
Yes. The framework applies to any B2B sale where you’re putting together a proposal for a buyer. The specific components may vary, but the principles — especially the value-building tips — apply across industries.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
Get this module — and all 13 others — in one complete program.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
Learn More — Modern Sales Performer → Not ready? Try 12 lessons free →