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In this tutorial, Vicki Brown emphasizes the importance of a sales proposal as a crucial part of the sales process, representing the culmination of the sale rather than the sale itself. She advises against including the entire sales process in the proposal and warns against sending it too early. Instead, she encourages engaging with the prospect to understand their needs through a discovery call before drafting the proposal. This approach helps to tailor the proposal effectively. If you're unsure about how to conduct a discovery call, she suggests referring to her dedicated episode on that topic.