One way to streamline quote approvals and make them convenient for all parties is by making your quotes interactive.
What Is an Interactive Quote?
An interactive quote is a dynamic, engaging, and often customizable digital document provided to potential customers during the sales cycle. Unlike traditional static quotes, interactive quotes leverage technology to offer a richer experience, making it easier for prospects to understand the offer, engage with it, and make informed decisions.
Interactive quotes, also known as interactive sales proposals, usually offer the following features compared to static ones:
- Real-time updates based on selected options or configurations to fit specific customer needs
- Embedded videos, images, 3D models, and interactive elements to provide more detailed product information
- Customers can request changes or updates directly within the quote, and all teams can promptly apply them
- Chat or comment features that allow direct communication between the sales team and the customer
- Integration with CRM systems to keep all communication and changes logged
- Easy-to-use e-signature functionality for quicker approval and to close the deal faster
- Real-time analytics to understand which sections were viewed the most and how long the prospect engaged with the document
Here are the most sought-after features of interactive sales quotes in Salesforce, usually available in CPQ software:
Product and Bundle Configuration
Modern CPQ apps allow sales reps to configure products and services accurately based on customer requirements. The system presents only compatible options, eliminating errors and inconsistencies. For instance, Sculptor CPQ for Salesforce enhances this process with intuitive drag-and-drop capabilities, enabling reps to quickly add products to a quote or configure complex product bundles.
Don’t forget to check out: Ultimate Guide to Sales Quotes in Salesforce in 2024
Pricing and Discount Management
CPQ solutions automate pricing rules, discounts, and promotions. Sales managers can define and configure these parameters, which are automatically applied to the quote. This ensures consistency across all proposals and reduces the risk of pricing errors.
Interactive Quote Builder
This feature allows sales reps to create visually appealing and engaging proposals. Reps can navigate, filter, and add products and bundles, incorporate media and additional files, and customize the quote’s layout to match corporate branding, creating a compelling sales pitch.
Electronic Signature Integration
Most CPQ solutions integrate with third-party electronic signature platforms or offer embedded e-sign functionality, enabling customers to sign quotes digitally. This eliminates the need for physical paperwork, accelerates the approval process, and speeds up deal closure.
Dynamic Proposal Generation and Real-Time collaboration
Sculptor CPQ facilitates seamless collaboration between sales reps and other stakeholders in the quoting process. Sales reps can generate interactive web PDF quotes that adapt in real time based on customer interactions. Both sales reps and customers can modify pricing, add or remove products, and instantly update the quote.
Please note that a few types of quotes imply similar, but different functionlities—dynamic and interactive.
A dynamic sales quote provides the ability to update in real time based on changes to pricing, product quantities, or discounts. This ensures that the quote always reflects the most current information, reducing errors and streamlining the quoting process.
On the other hand, an interactive sales quote allows customers to actively interact with the quote, typically through a web-based interface, enabling them to select products, adjust quantities, and configure options or bundles according to their specific needs.
Quotes can be interactive in Salesforce, but this typically requires leveraging additional tools beyond the standard Salesforce functionality. You may need to utilize specific applications or features, such as Salesforce CPQ or third-party applications from the Salesforce AppExchange.
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Benefits of Using Interactive Quotes in Salesforce
Interactive quotes make the sales process more efficient, accurate, and customer-friendly, and this is how:
Enhanced Engagement
Interactive web PDF quotes offer active engagement. Customers can customize their quotes by adding or removing products and modifying quantities, creating a more dynamic and engaging experience than passive, static PDF quotes.
Real-Time Updates
These quotes provide real-time updates, enabling customers to instantly see pricing adjustments and discounts without needing manual recalculations. Static PDF quotes, however, require manual revisions for any changes.
Collaborative Communication
Interactive web PDF quotes facilitate real-time communication between sales reps and customers through embedded chat or comment sections. This feature allows immediate conversations, clarifications, and negotiations, enhancing the customer experience. In Sculptor CPQ, you can set up a Chatter add-on to enable a comment section between sales rep and a customer.
