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In this video, Vicki Brown explains the importance of sales proposals in the sales process. She emphasizes that a proposal is a crucial step, representing the culmination of the sale, but it is not the sale itself. Vicki advises not to overload the proposal with the entire sales process and to avoid sending it too early. Instead, she recommends first getting to know the prospect and discussing their needs. For those feeling uncertain about how to conduct a sales discovery call, Vicki suggests checking out her previous episode focused on that topic.