Selling is hard—and for the average sales rep, not getting any easier. Yet despite how hard sales teams work, they are more often than not falling short of customer expectations. Gartner research found that 77 percent of B2B buyers report that their most recent purchase was “very complex or difficult.” A sales teams’ window of opportunity to positively influence buying outcomes, however, is limited: Gartner also found that customers spend just 5% of their overall buyer journey interacting with sales representatives.
Against these odds, sales teams need all the help they can get. One of the most impactful ways to give sales teams the leg up that they need is with a fully integrated, cloud-based CPQ (configure price quote) platform that streamlines key aspects of the sales lifecycle. Without a modern CPQ solution, the average sales team is struggling under the weight of cumbersome, manual processes for generating accurate quotes—from outdated product catalogs and pricing information to time-consuming internal processes for getting approvals to send customers their quotes. Fortunately, modern CPQ frees sales teams of all of these issues through automation and intelligence. Let’s explore four key ways that modern CPQ empowers sales teams to aim higher and crush their sales goals:
CPQ speeds up creating and approving quotes
Most sales teams spend more time and effort generating sales quotes and getting them approved than they should. Too often, sales representatives must wade through outdated product catalogs, inaccurate pricing information, and confusing templates to put together a single quote. Even after the quote is prepared, sales teams then typically manually route it through internal approvals; moreover, sales reps are responsible for following up with approvers who drop the ball or reject a quote without offering sufficient guidance on how to fix it. A modern CPQ platform can dramatically reduce the…
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