In comparing the benefits of solutions like Salesforce CPQ versus standard quoting processes, businesses find that CPQ automation offers guided selling features and dynamic pricing capabilities, providing a significant competitive edge.
Now, let’s delve into the benefits of Salesforce CPQ software for sales teams in depth.
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With CPQ, Everyone on Your Sales Team Knows Exactly What to Do
What impression do your customers get when they purchase from your company?
Regardless of how they engage with you, that initial experience already sets high expectations, and making no mistakes is crucial. Customers prefer not to deal with the details of your sales process or the complexity of your product catalog.
Your products and bundles may simultaneously involve intricate configurations and dependencies. Your team needs to act swiftly and accurately, ensuring customers understand why the price is what it is.
Therefore, it’s essential to check if the solution you choose enables you to:
- Ensure successful quote configurations without errors, regardless of how complex the bundles’ dependencies are
- Simplify the configuration process for sales reps
- Preconfigure available cross-selling and up-selling items
Your CPQ tool should feature an intuitive interface and provide coherent options for customers to interact with—a seamless process for making additions and changes, ideally done on the go in real time.
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CPQ for Salesforce Enables Swift Approval and Payment Workflows
How many of your competitors’ business proposals will your client read while waiting for yours?
The flawless travel of a quote or proposal through all participating departments for approval is crucial.
Considerations like sales margin, discounts, offered products and services, and location play a vital role in this process. A lengthy and bureaucratic internal approval process can be detrimental to the deal. How many potential customers abandon the process during this step? How many deals are slipping away due to insufficient internal processes? The approval process requires automation.
With a CPQ solution for Salesforce, you can:
- Establish quote and price approval workflows
- Create approval workflows based on configurable criteria such as margin, discount, or region
- Utilize client ratings to determine discounts
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CPQ Ensures Price List and Promotions Data are Up-to-Date
How do sales teams—whether local or global—receive information about pricing changes?
Many sales teams still rely on outdated communication channels like spreadsheets, emails, or worse. In a flood of business communications, it’s too easy for one person to alter a few digits or overlook an email.
Outdated systems for sharing information lead to unnecessary delays. And what about managing promotions?
Every customer wants a deal—and it’s in your best interest to provide one. But how much profit is lost by offering a larger deal than necessary to close the sale?
Consider the following CPQ features to avoid losing deals:
- Centralized pricing adjustments with seamless team notifications
- Price changes and discounts enabled without IT intervention
- Historical pricing data view
- Offers tailored to individuals or segments based on preset rules
