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Users are frustrated with lengthy PDF sales proposals that are often ignored. They suggest creating templates that allow for concise and visual proposals that can be skimmed quickly, focusing on key information like pricing and summaries.
Talked to a buyer at a mid-size company recently who told me they received eleven proposals for a single software purchase. Eight were multi-page PDF documents. She admitted she didn't read any of them fully. Skimmed the executive summary, jumped to pricing, and made decisions based on roughly 10% of the content each vendor spent weeks preparing. The vendors who stood out were the ones who sent something concise and visual that she could skim in under five minutes and share with her team without requiring everyone to read a document. One was a Gamma deck, another was a short Loom video with a one-pager attached. If you're in B2B sales and still sending lengthy proposal documents, your prospect isn't reading them. They're extracting the three things they care about and ignoring the rest. Build your proposal around those three things and make them impossible to miss rather than burying them in a comprehensive document that demonstrates your thoroughness to nobody.