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In this tutorial, Vicki Brown discusses the importance of a sales proposal in the sales process. She clarifies that although proposals are critical, they should not replace the entire sales process, which begins much earlier. It's essential to understand the needs of the prospect before sending a proposal. Brown advises against sending proposals too soon and emphasizes the value of a sales discovery call to explore client needs. The proposal should be viewed as the culmination of the sales process, not the starting point. For further insights, she recommends referencing her episode on managing a sales discovery call.