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In this tutorial, Vicki Brown emphasizes the importance of a sales proposal as a crucial part of the sales process, marking the culmination of the sales effort. She advises that a proposal should not be written hastily or sent prematurely; understanding the prospect's needs is essential beforehand. She encourages engaging with prospects through a sales Discovery call before drafting the proposal. The proposal should not attempt to encompass the entire sales process, which begins long before this document is created. For further guidance, she recommends viewing her episode on handling sales Discovery calls.