sales-skills/sales-proposal-analytics

Interpret Qwilr Proposal Analytics

Help the user read Qwilr engagement signals and turn them into concrete next steps — follow-up messages, strategy adjustments, or deal actions.

Step 1 — Gather context

If references/learnings.md exists, read it first for accumulated knowledge.

Ask the user:

1. What are the analytics showing?

   • A) Prospect viewed the proposal (single view)
   • B) Prospect viewed multiple times
   • C) Multiple people viewed it (committee/forwarded)
   • D) Prospect hasn't viewed it at all
   • E) Prospect viewed specific sections heavily (e.g., pricing)
   • F) Prospect partially accepted (selected some items, not all)
   • G) Prospect accepted the proposal
   • H) Other — describe the signals

2. How long since you sent it?

   • A) Less than 24 hours
   • B) 1-3 days
   • C) 4-7 days
   • D) More than a week
   • E) More than 2 weeks

3. Deal context:

   • What's the deal size and product/service?
   • Who's the buyer (title, decision-making authority)?
   • Is there a competitive situation?
   • What was the last conversation like before sending?

If the user's request already provides most of this context, skip directly to the relevant step. Lead with your best-effort answer using reasonable assumptions (stated explicitly), then ask only the most critical 1-2 clarifying questions at the end — don't gate your response behind gathering complete context.

Step 2 — Signal interpretation

Interpret the engagement pattern using this framework:

View patterns and what they mean

| Signal | Likely Meaning | Urgency | |---|---|---| | Viewed once, briefly | Skimmed it, may return later — or may not be prioritizing | Medium | | Viewed once, spent time on pricing | Evaluating cost, possibly comparing to alternatives | High | | Viewed multiple times | Actively considering, possibly building internal case | High | | Multiple unique viewers | Being circulated to buying committee — deal is progressing | High | | Pricing section revisited 3+ times | Price sensitivity or building a budget justification | High | | Executive summary skipped, jumped to pricing | Buyer already understands the value, focused on cost | Medium | | Not viewed after 24h | Email may not have landed, or not a priority right now | Medium | | Not viewed after 3+ days | Delivery issue, lost priority, or buyer is going dark | High | | Viewed then went silent | May be discussing internally, or lost momentum | Medium-High | | Partial acceptance | Wants some items but not others — negotiation opportunity | High |

Multiple-viewer analysis

When multiple people view the proposal:

• 2-3 viewers: Normal buying committee circulation. The original contact is championing internally.
• 4+ viewers: Larger committee than expected — deal may be more complex. Ask about procurement involvement.
• New viewer after silence: The proposal was forwarded up — a good sign, but the new viewer may need different framing.
• Same person, different times: They're returning to it — likely building a case or comparing options.

Step 3 — Action plan

Based on the signals, provide concrete next steps:

If viewed and engaged (positive signals)

1. Don't jump in immediately — let them finish evaluating (unless they've viewed 3+ times with no action)
2. Send a value-add follow-up — share a relevant case study, ROI data, or answer a question they didn't ask yet
3. Offer to walk through it — "I saw you've had a chance to review — want to jump on a quick call to walk through the pricing options?"

If not viewed

1. Check delivery — confirm the email landed (check spam, verify address)
2. Re-send with a different subject line — the original email may not have cut through
3. Try a different channel — phone call (most direct), LinkedIn message (visible even if email is buried), text/SMS (if you have the number and the relationship supports it). Don't keep using the same channel that isn't working.
4. Reduce friction — "Here's the one-page summary" with a link back to the full proposal

If pricing section is getting heavy attention

1. Proactively address value — send an ROI breakdown or case study showing cost justification
2. Offer flexibility — "I noticed you're reviewing the pricing — happy to discuss options that fit your budget"
3. Don't discount preemptively — let them raise the concern first

If multiple stakeholders are viewing

1. Ask your champion — "It looks like a few people on your team are reviewing — should I put together a summary for the broader group?"
2. Create stakeholder-specific content — technical details for engineering, ROI for finance, timeline for ops
3. Offer a group walkthrough — bring all stakeholders into one call

If buyer went dark

1. Day 3-5: Light touch — share something useful (article, case study), don't ask "did you see my proposal?"
2. Day 7-10: Direct but empathetic — "I know things get busy. Is this still a priority for Q2, or should we revisit later?"
3. Day 14+: Break-up email — "I don't want to keep following up if the timing isn't right. Should I close this out for now?"

Step 4 — Draft follow-up messages

Write 1-2 follow-up messages tailored to the specific engagement pattern. Messages should:

• Reference the engagement signal indirectly (don't say "I see you viewed it 5 times" — that's creepy)
• Add value, not just ask for status
• Include a specific, low-friction CTA
• Match the tone of the deal stage (casual for early, professional for enterprise)

Step 5 — Webhook setup guidance

Help the user set up real-time alerts for future proposals using Qwilr webhooks:

Recommended webhook subscriptions

curl -X POST https://api.qwilr.com/v1/webhooks \
  -H "Authorization: Bearer $QWILR_TOKEN" \
  -H "Content-Type: application/json" \
  -d '{
    "url": "https://your-endpoint.com/qwilr-events",
    "events": ["pageFirstViewed", "pageViewed", "pageAccepted", "pagePartiallyAccepted"]
  }'

Event-to-action mapping

| Webhook Event | Recommended Action | |---|---| | pageFirstViewed | Alert rep in Slack/email — prospect opened the proposal | | pageViewed (repeat) | Log in CRM — track view count and timing | | pageAccepted | Update CRM deal stage, notify rep, trigger onboarding | | pagePartiallyAccepted | Alert rep — buyer selected some items, follow up on the rest | | pagePreviewAccepted | Internal preview was accepted — ready for client review |

For full automation setup (CRM sync, Slack notifications, etc.), use /sales-qwilr-automation.

Gotchas

• Don't over-interpret a single page view. One view could be the prospect, their EA, or an automated CRM preview. A single brief view doesn't mean "they're interested" — it means "someone opened the link." Wait for patterns (repeat views, time spent, multiple viewers) before drawing conclusions.

• Don't treat all engagement signals equally. Pricing section views are much higher signal than a quick skim of the cover page. Weight your interpretation toward the sections that indicate evaluation behavior (pricing, scope, case studies).

• Don't recommend aggressive follow-up on automated CRM views. Some CRMs and email tools auto-preview links, generating false "viewed" signals. If a view happens within seconds of sending with zero time on page, it's likely automated.

• Don't tell the prospect you can see their views. Saying "I noticed you looked at the pricing 3 times" is creepy and breaks trust. Reference engagement signals indirectly — "I wanted to see if you had questions about the pricing options."

• Don't ignore time-of-day context. A prospect reviewing a proposal at 10pm on a Sunday suggests they're doing personal due diligence, possibly building a case. A 30-second view during business hours is likely a quick skim between meetings.

• Self-improving: If you discover something not covered here, append it to references/learnings.md with today's date.

Related skills

• /sales-proposal-page — Write or restructure the proposal itself
• /sales-qwilr-automation — Set up automated CRM sync and webhook workflows
• /sales-follow-up — General follow-up strategies (non-Qwilr-specific)
• /sales-deal-room — For complex deals that need a multi-page deal room
• /sales-do — Not sure which skill to use? The router matches any sales objective to the right skill. Install: npx skills add sales-skills/sales --skill sales-do