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Showing posts with label sales automation. Show all posts
Showing posts with label sales automation. Show all posts

Is sales ready?

Posted On Thursday, June 11, 2020




Customer often ask us if we think their company is ready to digitalize sales. It’s a fair question and the answer is almost always yes. For the company it’s simple, if we don’t digitalize our sales our competitors will.

When your competitors start using digital tools for selling their products it has been proven to have a great impact. When things that previously took months now can be done in days and when days can turn into minutes, that’s when it will get very difficult to compete. If you’re the one still doing old-school, that is.

The question I often ask is not if the company is ready. Normally production is all in for doing things in a structured and well thought out way. They’ve been doing it that way for centuries by now.

Product development have also learned to use new tools, both to revolutionize the way things are calculated and optimized for better utilization and environmental impact.

But there is one department that often is two steps behind. Sure, they’ve got fancy gadgets and they’ve all learned to master tools like Power point, Word and e-mail. They have often been forced into some kind of CRM-system to align with the tracking and the forecasting.

When it comes to selling products, it’s often a completely different story.

Some manufacturers still believe that selling exactly what the customer is asking for is the way forward. The guys in production knows the problem this creates, the girls in product development know all to well how this turns the job more into firefighting more than anything else.

But sales is often ok with doing what’s really bad for the company. They'll often prefer to keep doing it wrong.

Therefore, it’s time to get the act together and understand the difference between what you COULD sell and what you really SHOULD sell. There's a big difference, both in practice and when it comes to bottom line profit.

Digital tools (and in this case I’m particularly taking about CPQ) will draw a very defined line between good and bad when it comes to customer offerings. As I said in the beginning, this is an easy decision for the company. But is sales really ready for this?

If your sales reps still think that full flexibility is the only way the product can be sold, then maybe CPQ is not for you. If you can’t accept that some proposals should never see the light of day, then digitization may not be for you.

So, my advice is for companies that think digital presence is essential in these times is very simple:

First of all, you need to make sure your sales department is ready to do thing right.

If not, leave it to your competitor. To find new ways into the future.


Why use CPQ?

Posted On Monday, August 12, 2019


As the product portfolio grows many companies choose to use a CPQ system. A typical CPQ-user works for a company that offers a very wide range of products or services. The sales representatives (and to be honest usually others in the staff as well) have a hard time managing product prices and product dependencies. The products sold often have many options with critical technical/commercial dependencies.

CPQ software is useful by companies that need to quickly calculate prices. If a sales representative needs to quickly prepare a quote for a customer, the CPQ software automatically sums up all important information. This means that the representative can produce the quote and come back to the customer far quicker. Time is an important differential factor for all companies, regardless of whether the company works in faster or slower markets. Speed ​​is always important.

Global companies, large and small, use CPQ to quickly and effectively send pricing information to partners and customers. This means that customers can get the information right when they need it.

CPQ software is an effective way to unify how the products are presented to the customer. By using an automated tool for quote documents product can be presented in a consistent way and critical information is never missed due to human errors.

Studies show that the companies that respond the fastest have the greatest chance of finally winning the deal. This means that the speed offered by a CPQ system can have a major impact on the company's bottom line results.

In the past only large corporations could afford to use CPQ, but nowadays we see a big expansion of CPQ in small and medium sized business.

Configure Price Quote software - the key benefits

Posted On Monday, August 25, 2014

Configure Price Quote software shortens the sales processes by automating the configuration, pricing and quoting of complex products, services and bundles.

“configure price quote” software is getting attention from global companies looking to reduce errors and streamline sales of complex product. Configure price quote software will serve as a consistent front-office interface with all necessary integration to existing back-office systems.

CPQ (“configure price quote”) is more and more becoming a critical advantage in several industry verticals. Fast and accurate quotation processes is no longer something to strive for – it’s now a critical factor in the competitive landscape.

The primary benefits with Configure Price Quote software include:

  • Guided and automation sales process supporting your customers through important selection including configuration, quoting and ordering.
  • Central pricing processes for establishing, maintaining and publishing pricing for products, services and combination bundles.
  • Workflow for quoting including creation, management and negotiation of sales quotes.

Guided and automated sales process

  • Increased deal size by simplifying cross-sell, up-sell and solution bundles. Service contracts and other related services are quoted together with the product ensuring returning revenue for a longer period of time.
  • Reduced costs and increased customer satisfaction as incorrect orders are dramatically reduced.
  • Increased sales productivity when repetitive, time consuming manual work is eliminated.

Central pricing process

  • Pricing consistency and automatic pricing changes instantly available in all sales channels.
  • Defined structure for pricing to decrease the maintenance due to changing market conditions.
  • Pricing models based on customer segments with analytics feedback for continuous improvements. Built in dashboards for sales and pricing governance.

Workflow for quotations

  • Significant time savings to create, negotiate and convert quotes into orders.
  • Increased visibility and traceability in the quoting process.
  • Support for channel and partners sales for complex products.
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