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Easily Generate Compelling Quotes, Every Time

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Paul Towne



3 min

Let’s imagine your winning quote. It prescribes an optimum solution that solves the problem at an optimum price. It is personalized and professional, accurate and error-free, transparent and easily understandable. The problem is, your winning quote is also late and your prospect is already talking to your competition.

As a business leader, you have an important decision to make; continue the status quo and fall behind your competition, or take action now and keep your buyers engaged and the conversation flowing.

In this third in a series of three blogs, I focus on quote creation; and how today’s business leaders are leveraging CPQ for faster, higher quality quotes that consistently win deals.  

The Quoting Challenge

Your brand defines the look and feel of your quotes. It ensures your quotes are consistent, easily recognizable and easy to read. Together with images and text, your quote connects and reverberates with your prospects. Yet, some of your sales team’s quotes are more compelling than others.

Enter your sales spreadsheet; your matrix of content and images used to articulate your quote. Trouble is, spreadsheets are plentiful, inconsistent and often out of date. Content is cobbled together manually from various sources, and not always in a consistent manner, and copied and pasted into a document. Branding and formatting can fall by the wayside as time runs short. Multiple changes and revisions are required to keep the content consistent with the offer. So, your quotes are inconsistent, inaccurate and sluggish to arrive at the customer for the sale.

  • Salespeople. Quotes are inconsistent and inaccurate. Best practices are not always applied across the organization. Quotes are slow to arrive. Buyers are neither impressed nor convinced that they should buy from you.
  • Sales Operations. Quotes may not reflect the reality of what was sold, meaning the impact of errors or omissions must now be explained to the customer. The customer perception of your business is reduced, and may even lead to buyer regret.
  • Business Leaders. Without repeatable, quality quotes the business is hard to scale and its reputation suffers.  

The result; inefficient use of time creating and re-working quotes that could and should have been done in seconds.

CPQ: Q is for Professional Quotes in Minutes

CPQ is the short-hand name for Configure, Price, Quote software. At its core, CPQ is a powerful and flexible rules and calculation engine for automating the sales process. Any business rule you can imagine can be automated to streamline your sales process.

The C, the P, and the Q are the user-based outcomes of CPQ software, outcomes that are used by different stakeholders across your organization. The Q, or Quote of CPQ, automatically layouts and formats your quotes. By automatically applying your brand styling, approved content and best practices from your top performers, you achieve faster, more professional quotes that motivate decision-makers to buy from you.

  • Salespeople. Quote means faster quotes; compelling quotes with accurate information in seconds that make it easier for buyers to place their business with you.  
  • Sales Operations. Quote means increased productivity; as more and more quotes are converted to orders, orders can be processed quickly and easily and there’s the need to recruit more staff.
  • Business Leaders. Quote means enhanced reputation and confidence in your brand that resonates with loyal customers and fosters more business.  

Tip: Quote also means great looking web-based proposals that buyers easily view on their phone to make fast, easy purchase decisions.  

In today’s highly competitive market, business leaders are ditching the spreadsheets for automatic quote layout templates. By leveraging XaitCPQ, they deliver faster, more professional quotes that win deals. 

Related Article: CPQ: Proven Business Value for Executives, Managers and Sales

Securing buy in and budget

Author picture

Paul Towne

Paul, has been entrusted with helping to grow the North American market for XaitCPQ. He has more than 15 years of successful experience as an entrepreneur and senior sales leader in technology and financial services. He enjoys almost any outdoor activity as well as extolling the virtues of vinyl compared to digital music with anyone who will listen. Paul is a graduate of the University of Massachusetts and lives in Boston with his wife and two kids whom they love dearly even though they regularly demolish their house, eat all of their food, and never let them sleep.

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