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In this video, Vicki Brown emphasizes the importance of a sales proposal in the sales process. She explains that a proposal is essential as it represents the culmination of the sale, but it is not the sale itself. Brown advises against trying to include the entire sales process in the proposal and warns against sending it too early. Instead, she recommends getting to know your prospective client first and discussing their needs. She refers viewers to a previous episode on conducting a sales discovery call for further guidance on this initial engagement.