Various challenges face businesses these days due to the increase in products & customers. The ever-increasing competition in B2B has demanded highly specialized and customized products. One-size-fits-all solutions are no longer a reality! Today, we will be talking about the challenges Sales faces and we will be discussing a few of them here. Later, we will talk about how we can conquer them by understanding the GAMECHANGER in the Sales Market – Salesforce CPQ.

So, what are waiting for? Let’s get started…

 

Sales Challenges

• Building Trust on online platforms
• Getting responses from prospects
• Closing deals
• Prospecting good leads
• Avoiding discounting
• Overcoming price objections
• Upselling and cross-selling
• Quotations
• Nurturing Leads that aren’t ready
• Marketing and sales team integration

If we talk about the listed concerns, we can understand how hard is for businesses to run in the market and perform at their best! From pitching sales, to products sold, or after services, the whole thing can be very hectic and hamper the sales and profits and lead to loss of business. Now we can talk about the solution to our problem, and how Salesforce CPQ Solutions will help, from prospects to renewals.

 

Salesforce CPQ Solutions Makes Sales Easier Than Ever!

As we have heard so much about this marvelous software, we can now see what it does and how it overcomes the issues people face in sales. This one solution is a faster, more controlled process and easy to use.

C for configure: You pick out what they’ll buy.

P is for price: We add it up, easy as pie.

Q is for quote: A nice PDF for you.

And that’s what you get with Salesforce CPQ. Now let’s spell it out in detail. CPQ Salesforce, or Configure, Price, Quote software by salesforce is a sales tool for companies to provide accurate pricing with any given product configuration scenario. The process of sales can be complex at many times, but with Salesforce CPQ, we have features that make the Sales process easier than ever.

 

Make Configuring Complex Deals Fast and Easy

 

Grow and Nurture Your Customer Base

 

Then vs. Now

This section is about comparing the before and after effects of Salesforce CPQ Solutions. As we have seen with Salesforce CPQ, you and your sales team can go from creating a new opportunity to handing the customer a quote in a matter of minutes. A faster, more controlled process means fewer errors, speedier closed deals, more accurate data, and more deals moving through the pipeline.

Salesforce CPQ can help turn your sales team into a lean, mean selling machine!

With Traditional CPQ, your reps can:

Pull Prices and Products
Generate Quotes.
… and that’s it.

However, with Salesforce CPQ they can do a lot more than that. For example, they can see exactly what was sold, how much was sold, and when customers are due for renewals. This empowers sales reps to better prioritize tasks and meet customer expectations. Let’s see it with the help of a table.

 

Salesforce CPQ vs. Traditional CPQ

	Salesforce CPQ	Traditional CPQ
1.	Quicker Response Time- It defines how your reps can get back to customers who requests a quote	Slower Response time- Due to manual tasks, response is slower
2.	Lower Churn rates- the rate at which company loses customers	Higher Churn rates- When there is a probability of errors, customers are not likely to wait for repetitive mistakes.
3.	More Quotations created- As the process is easy and efficient, the number of quotes you are generating and sending to potential customers are increasing	Less Quotes created- Due to lengthy manual work, it’s likely that less quotes are created
4.	Higher sales closing ratio- the rate at which you are successfully converting leads into loyal customers	Lower Sales closing ratio- It has been seen that the closing ratio is lesser compared to CPQ solutions
5.	Higher ROI (Return on Investment)-profit on any given sale	Lower ROI- Hence, the ROI will be lesser

 

Conclusion

As a sales representative myself, I can tell that Salesforce CPQ has taken over the Sales market with this brilliant Software Solution. And we have already seen the benefits of Salesforce CPQ Solutions, what are we waiting for?

For demos and more information on the topic, I would like to refer you to the official Salesforce Website, go have a look yourself! Also, refer to my related post below regarding guided selling in CPQ!

 

Additional Resources

• Guide Selling with Salesforce CPQ 
• Trailhead by Salesforce: Get Started with Salesforce CPQ
• Salesforce: What is CPQ Salesforce?

Cover Photo by krakenimages on Unsplash