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CPQ Guided Selling: How to Fulfill Customer Needs Faster

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Kevin Geraghty

17.05.2024

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5 min

CPQ guided selling is like driving with a GPS. Just like a GPS guides you to your destination, CPQ guides you to your ideal, customer-specific, error-free quote.

Why do you need a GPS when you have a map? Because in today's fast-paced business world, speed and efficiency are crucial for success. And manually navigating complex configurations and pricing takes a significant amount of time. And too many experts and revisions and delays to be competitive. 

Enter CPQ guided selling, your secret weapon for transforming lengthy sales expeditions into quick, winning trips. In this blog we'll look at the impact of traditional quoting methods on sales and customers. And share how CPQ guided selling drives more successful customer interactions to close more deals.

What is CPQ Guided Selling?

CPQ guided selling is an automated sales process designed to help you navigate an increasingly complex product stack and pricing portfolio and build custom quotes.  

  • It can be Seller-Centric: Built-in rules and expertise guide you in building the right solution at the best price. You delight your customers and close deals faster.
  • It can be Customer-Centric: Built-in rules and expertise guide customers through the decision and buying process. You save time and increase your revenue.

That’s the revenue-generating power of CPQ guided selling. It makes you easier to buy from.

The Manual Selling Challenge

Customers have a barrage of questions. Everything from part compatibility and performance expectations to pricing options and discounts. Manually configuring and pricing each request, takes time. So does chasing down experts to check on solution compatibility and dependencies.

Mistakes naturally creep in, requiring corrections. Resulting in approval delays that frustrate customers and erode trust. Or worse, send them fleeing into the arms of your competition.

Traditional manual quoting methods trap you in a frustrating cycle of errors and revisions. Leaving little room for strategic thinking and personalized customer interaction and quoting.

  • Tedious Data Entry. Entering product details, service costs, and project estimates eats away at your time. Time you want to spend building customer relationships.
  • Limited Configuration: Spreadsheets struggle to handle complex product configurations, service bundles, and project-based pricing structures. This limits your ability to have customized solution conversations with customers.
  • Repetitive Tasks: The drudgery of manual data entry and calculations takes a toll on mental energy and motivation. It steals focus from the strategic aspects of sales.
    Error Prone Results. Manually configuring and calculating pricing structures, tiered discounts, and volume-based adjustments is prone to errors. Errors lead to revisions that delay quotes and erode customer trust.  
  • Version Control Chaos: Multiple versions of spreadsheets drive confusion which drives risk. For example, putting outdated or inaccurate info in the hands of your customers. 
    Limited Expertise: Complex quoting scenarios require expertise, especially for bundles, pricing structures and discount rules. Relying on experts takes time, limiting your ability to showcase value and position yourself as trusted advisor.

CPQ Guided Selling

Imagine this: A customer calls to buy solar power for her farm. CPQ guided selling helps you quickly understand her needs and tailor the right system size for her organic produce business. A few seconds later, you have the right price, with a savings up to 70% on her electricity bill! Within the hour, your client receives her quote - including financing options.

Just like a GPS provides route-specific distance and detour information. CPQ guided selling provides customer-specific configuration and pricing options. And value-add information that boosts customer confidence in you.

With CPQ guided selling, you streamline the sales process in six crucial ways:

For your Sales Team (The Quoting Masters)

  • Effortless Quote Generation: Automate the nitty-gritty configuring and pricing tasks for error-free quotes. From manufacturing to energy, CPQ guides you through complexities to deliver personalized, error-free quotes in minutes, not days.
  • Confident Conversations: Armed with the knowledge of the perfect solution for each customer, you can confidently navigate complex conversations. Helping you showcase value, upsell and close higher value deals faster.
  • Improved Efficiency: Effortlessly track quotes and changes for easy reference, or identifying patterns and optimizing strategies. With CRM and ERP integration, seamlessly transfer accurate customer and quote information to your invoicing system.

For your Customers (The Return Buyers)

  • Tailored Solutions: Customers receive quotes that reflect their specific needs. Seeing a clear and accurate breakdown of costs fosters trust and increases their confidence in the value proposition you’re offering.
  • Fast Transparent Quotes: No more waiting for days or weeks to receive a quote. Facilitate quick turnaround times, respond promptly to customer inquires and keep the sales momentum going.
  • Convenience: Empower customers and partners to configure products and receive instant quotes online. By catering to their demands for convenience, you instantly become easier to buy from.

The Win-Win Business Impact

The world of sales is constantly evolving, and the need for efficiency and a seamless customer experience is crucial. CPQ equips you with the GPS-like precision you need to effectively navigate complex conversations and quoting scenarios. It streamlines your process, empowers your customers, and ultimately leads to a transparent, thriving pipeline.

From manufacturing and energy and renewables to government contracting, CPQ is a powerful tool for business growth. In fact, industry research demonstrates CPQ guided selling delivers:

  • Increase win rates by 10-20% (Forrester)
  • Reduce cycle times by up to 50% (Aberdeen)
  • Increase in customer face time and subsequent likely customer retention up to 50% (Forbes)

Why do global businesses trust Xait to accelerate their quoting process?

“At the end of the day, faster quoting means one thing: More quotes can be produced per employee, without losing quality.” - Tony Serratore - Head of IT at Penlon

Ready to Delight More Customers?

It's time to stop chasing customers with inaccurate, generic quotes that get lost in the pile. Equip your team with CPQ guided selling and start quoting to win with:

  • Effortless, error-free quote generation
  • More confident conversations that build customer trust
  • Close more deals faster for increased win rates
  • Reduced delays and operational costs
  • Data-driven insights into behaviors and preferences
  • Improved customer satisfaction and repeat business

Today's savvy buyers demand speed and efficiency. If they don't get it form you, they'll find someone else. CPQ guided selling has emerged as a powerful tool for fulfilling customer needs and expectations faster than ever before. Time to transform your quoting process from a tedious hurdle into a smooth and transparent selling advantage.

Read More: Learn how Penlon, a world-class British medical device company, uses XaitCPQ and guided selling to increase quote capacity. 

 

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Kevin Geraghty

Kevin's passion is helping companies become easier to buy from. He is a pioneer and thought leader in CPQ (Configure, Price, Quote). Quick to spot how technology (in particular CRM and product configuration software) enhances sales team performance, he was instrumental in the development of cloud based CPQ applications. He co-founded BlueprintCPQ in 1999, and built this to become one of the most powerful and flexible CPQ platforms. BlueprintCPQ was acquired by Xait in December 2020 where Kevin is Head of CPQ practice and Managing Director of Xait Ltd where he continues to apply his innovative thinking and experience to drive sales efficiency.

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