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They Buy Their Way. Is Your Proposal Built to Keep Up?

Patricija Šobak
Jun 06, 2025
3 mins
multiple signatures for flexible selling with proposals featured image multiple signatures for flexible selling with proposals featured image

Once your proposal hits a company with more than 50 employees, you're no longer selling to a person. You’re selling to a process.

And it's not a neat one, either. It's a tangled, multi-department affair that's held up over the years on a single phrase: “That’s just how we do it”.

So here’s the question: Is your proposal built to keep up with how they actually buy? Or are you still sending it like they make decisions over coffee and a handshake?

What you don't see after you hit Send

In reality, in mid-size and up companies, nobody buys alone. You’re not up against competition. You’re up against company policy.

And yet, most proposals still act like one signature is all it takes. They're built for a neat, linear approval that doesn't exist.

Now, you have a beautifully designed, well-written, perfectly priced proposal bouncing around inboxes like a lost balloon. Why?

Because it doesn't account for how buying actually happens:

  • It doesn't show the right people the right details
  • It doesn't tell Legal when it’s their turn
  • It doesn't let Finance sign off after the VP of Operations has approved first

So, the proposal stalls. Not because they're not interested, but because your document doesn't fit into their buying process.

Now, imagine if your proposal could route itself

VP first. Then Finance. Then Legal. In that order, automatically.

signing order setup in Better Proposals

That's not magic. It's flexibility used properly. It's when multiple signatures and signing orders do what they're supposed to: keep your deal moving.

your turn email for multiple signatures

When your document follows their internal logic, it doesn't get stuck. It gets signed.

They have their process. Are you helping or getting in the way?

Company policies are systems that don't bend easily. That's why your proposal has to.

The flexibility you need to make that happen already exists. Proposal software with built-in multiple signatures and custom signing orders makes it possible for you to match their buying process.

Sign up for Better Proposals today - because you can't change the way they buy, but you can change the way you sell.

Want proposals that look great and get signed?

Build them with multiple signers and signing orders that fit real-world buying processes. Sign up for Better Proposals and let your documents move the deal forward.

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Patricija Šobak's profile image
Patricija Šobak
Patricija Šobak puts her talent in spotting questionable grammar and shady syntax to good use by writing about various business-related topics. Besides advocating the use of the Oxford comma, she also likes coffee, dogs, and video games. People find her ability to name classic rock songs only from the intro both shocking and impressive.


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