Thursday, September 17, 2026
NFIB's newest data shows small business profit trends falling twice as fast as sales, even as owners raise prices. Here's the three-step test to find where your margin is actually leaking.
Count how many pages your last sales proposal ran to, then ask yourself honestly how much of it the buyer actually read before they made their decision. If the answer is “most of it,” you're unusual — most buyers skim the first page, jump to the price, and decide in the first ninety seconds whether they're leaning yes or no. Everything after that is the sales team convincing themselves they've been thorough, not convincing the buyer. After 30+ years of pitching everything from FMCG ranging deals to boardroom strategy at IBM and McDonald's, Kevin's view is that the deals that close fastest are almost never the ones with the longest deck. They're the ones with the clearest single page.
Most SME sales proposals are built backwards — from the seller's need to justify the price, not the buyer's need to make a fast, confident decision. Twenty pages of company history, methodology, and case studies feels thorough to the person writing it. To the buyer, it's a wall between them and a yes. Every extra page is another chance for a decision-maker to get distracted, hand it to a colleague who wasn't in the room, or simply run out of time to read it and quietly let it go cold. The enemy here isn't your price or your competitor. It's your own proposal, working against you.
This replaces the 20-page deck with a single page the buyer can act on immediately.
1. The problem, in their words — One sentence stating the exact problem they told you they have, not the problem you're best at solving.
2. The fix and the number — What you'll do, what it costs, and by when — no ranges, no “starting from.”
3. The proof — One result from a comparable client. Not five. One, specific, and relevant.
4. The next step — A single, dated action: “Sign by Friday to start Monday.” Remove every other possible next step.
Every long-form proposal you're currently sending can still exist as a backup document — but it goes second, only if asked for. The one-pager is what gets read, and what gets signed.
“Kevin doesn't just present — he electrifies the room and drives massive, real-world value! He drops game-changing insights and actionable shortcuts that show businesses exactly how to turn everyday customers into raving, loyal fans — and acquire new ones faster than ever thought possible.”
— Gareth Bayliss, Sales Manager, The Icehouse
Salespeople resist cutting the deck because it feels like removing evidence of effort — and because a thick proposal is a comfortable place to hide a fuzzy price or an unclear next step. Stripping it back to one page forces total clarity on the offer, which is exactly the discipline most SME sales processes are missing. This is where a second set of eyes matters: someone willing to tell a sales team that their beautiful 20-page deck is the reason deals are stalling in “still reviewing,” not the buyer's budget.
If your proposals are getting read but not signed, the fix usually isn't your price — it's the eighteen pages standing between your buyer and the decision.
...and you become the owner whose buyers say yes faster because the decision is clear on one page.