Once the MoM is done, the next action is the creation of a proposal, based on the identification of the specific requirements. The proposal should be short and crisp, and cover the most important points (commercials, payment terms) clearly, and leave as little scope for ambiguity as possible. Like presentations, there should be internal templates for proposals so it should be possible to craft these rapidly.
It is also important to ensure these proposal templates are updated. I recently found one of our sales offices giving proposals using a template that was at least a year old.
The customer record should then be updated in the CRM database with an accurate assessment of the opportunity size and expected time to closure. This will then show up as part of the sales funnel.
The sales meeting and presentation is the most crucial aspect of the selling process. With the right homework prior to the meeting and rapid follow-up after the meeting, it should be possible to accelerate getting the purchase order.