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In this video, Vicki Brown emphasizes the importance of having a sales proposal as a critical part of the sales process. While it is essential, she reminds viewers that the proposal is not the sale itself; the sales process begins long before the proposal is created. Brown advises against sending the proposal too early and highlights the need to first understand the prospective client's needs. She suggests engaging in a sales discovery call to gather information about the client, which lays the groundwork for crafting a meaningful proposal. This approach ensures that the proposal effectively addresses the client's requirements.