How the Right CPQ Solution Improves Engagement and Quality

How the Right CPQ Solution Improves Engagement and Quality

Jenny Stork
07. Sep 2021 | 3 min read

How the Right CPQ Solution Improves Engagement and Quality

A CPQ tool is becoming increasingly essential for businesses to stay a step ahead of the ever increasing and changing demands of the customer. Engagement and quality are key to achieving this. 

In this article, we'll examine the benefits of using a CPQ system instead of pricing off spreadsheets. 

Boost Sales Revenue

Customer engagement should happen as soon as a customer approaches your business, and this is usually done via your website. Customers expect to be able to access price and product information on-demand, as well as quickly and accurately. Engagement with the customer early on during this self-serve part of the sales process, using an effective, integrated CPQ sales tool on your website, will set you apart from your competitors, introduce quality and ultimately increase sales revenue. 

Optimize Your Sales Process

It’s important to have a sales team that is fully engaged with their quoting tool, where they see it as an efficient time saver that produces a consistent, accurate, professional looking quote every time. Several of our customers have implemented a guided selling approach in order to reduce reliance on the few more experienced people in the team.

The sales team can use the system with minimal supervision and training, freeing up time for more experienced users to concentrate on other work that gives more value. Guided selling improves the quality of the quote and the engagement of the sales users for a more effective sales process. 

Seamlessly Collaborate From One Single System

By involving key business stakeholders in the approval process, you save time in getting prices sent to customers. This seamless process built into the CPQ system provides an audit trail and connects key people in the business who need to make important pricing decisions for a quick, accurate and efficient outcome. Effective margin management is key to the success of any business, and with a CPQ tool, a quality pricing process is possible. 

Your resellers and partners engage with you more effectively when all users have access to the same sales tool. A CPQ system allows you to see pricing and products in one view. This has the obvious benefit of ensuring greater control over the accuracy and transparency of supplier pricing. Supplier sales forecasting becomes easier since pipelines are visible from one shared system. The quality of the brand is maintained through engagement by the business and their resellers working seamlessly from one CPQ system. 

Ensure the Right First Impression

It is possible to increase customer engagement through the use of the modern and professional web proposals, so you can track customer activity and the automated signature feature. Gone are the days where you send a static PDF proposal and there is no way of knowing if this has been read. You can track engagement and understand which parts of the quote have been opened and how long has been spent in each area. The web proposals also give your potential customers the ability to automatically sign from the quote, creating a smooth and efficient customer experience and first impression of your business. 

When using a CPQ tool for automated quoting, engagement and quality are obvious benefits. The ever increasing and changing demands of customers is something every business should stay a step ahead of. Talk to us about how a CPQ system can help you reach this goal.

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Jenny Stork

Jenny Stork

Jenny Stork is Customer Success Manager at Xait. She brings over 20 years’ experience in B2B retail electricity. She has delivered real value to the business through the development of a competitor insight toolkit for the sales force, cultural change management, internal communications improvement, process development and project management. Furthermore, she has valuable customer experience and insight gained through developing bespoke solutions and delivering value to the business through successful complex negotiations.

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