Sales teams: Are you still sending out high-volume, impersonalized email blasts to potential customers? That’s no way to win and serve customers in today’s...
Sales teams: Are you still sending out high-volume, impersonalized email blasts to potential customers? That’s no way to win and serve customers in today’s world. There has been a revolutionary shift in how consumers make purchase decisions. In today’s Experience Economy, it’s personalize or die. The Experience Economy is everywhere, and it means that consumers now want more than just the delivery of goods and services—they expect companies and brands to deliver an...
Sales teams: Are you still sending out high-volume, impersonalized email blasts to potential customers? That’s no way to win and serve customers in today’s world. There has been a revolutionary shift...
When the name “Leonardo” is mentioned, most think of paintings such as the Mona Lisa. Or, for those of us born in the 80’s, the Teenage Mutant Ninja Turtle may...
When the name “Leonardo” is mentioned, most think of paintings such as the Mona Lisa. Or, for those of us born in the 80’s, the Teenage Mutant Ninja Turtle may come to mind as well. But, taking hard shelled reptiles and one well-known masterpiece of a painting aside, there has never been a better example of the blending of science and art than in the creations of Leonardo Da Vinci, whose repertoire and accomplishments put most Nobel Prize winners to shame. He’s credited for...
When the name “Leonardo” is mentioned, most think of paintings such as the Mona Lisa. Or, for those of us born in the 80’s, the Teenage Mutant Ninja Turtle may come to mind as well. But, taking hard...
Do you ever feel that running, or working for a business, has become a really complex operation? The things and services that are sold need to have enough...
Do you ever feel that running, or working for a business, has become a really complex operation? The things and services that are sold need to have enough variations to give individual customers exactly what they need. Even the simplest of tasks can be made challenging by the layers of administration and the demands of others in your own organization. It can feel overwhelmingly complicated. But, there is something that can help. One of the overarching benefits of Configure,...
Do you ever feel that running, or working for a business, has become a really complex operation? The things and services that are sold need to have enough variations to give individual...
We previously touched on the importance of auditing pricing and deal construction processes. In our previous article on the benefits of putting your approvals...
We previously touched on the importance of auditing pricing and deal construction processes. In our previous article on the benefits of putting your approvals into a CPQ system, we referred to the audit trail that can be logged and generated by a well-designed CPQ system. The benefits don’t stop there. In this exploration into the real value of CPQ, let’s go a little deeper into the many ways CPQ can assist your organization’s auditability. If you are in an area of a business...
We previously touched on the importance of auditing pricing and deal construction processes. In our previous article on the benefits of putting your approvals into a CPQ system, we referred to the...
How can you keep up to date? By now we all know that in B2B, the sales experience is a bit dated; Formalities, long processes and impersonal selling. Now don’t...
How can you keep up to date? By now we all know that in B2B, the sales experience is a bit dated; Formalities, long processes and impersonal selling. Now don’t get us wrong, we know that B2B selling is far more complex and grueling than it seems, but does it have to be? With the emergence of modern buyers, perhaps our strategies should change. Modern buyers It’s official, modern buyers are now less influenced by traditional sales and marketing techniques than ever, as well as...
How can you keep up to date? By now we all know that in B2B, the sales experience is a bit dated; Formalities, long processes and impersonal selling. Now don’t get us wrong, we know that B2B selling...
In the next part of our series exploring the benefits of implementing a Configure, Price, Quote (CPQ) system, we’re going to look at quote analytics, reporting,...
In the next part of our series exploring the benefits of implementing a Configure, Price, Quote (CPQ) system, we’re going to look at quote analytics, reporting, and the related topic of Artificial Intelligence (AI). In the context of CPQ, we’ll see what they're really all about. When we consider the amount of data that passes through a CPQ system, it’s clear why many CPQ vendors are keen to stake a claim to the creation and automation of intelligence around all that...
In the next part of our series exploring the benefits of implementing a Configure, Price, Quote (CPQ) system, we’re going to look at quote analytics, reporting, and the related topic of Artificial...
Show me a salesperson who craves more administration and I’ll show you someone who won’t hit their target. Admin is an anathema to most salespeople. Trying to...
Show me a salesperson who craves more administration and I’ll show you someone who won’t hit their target. Admin is an anathema to most salespeople. Trying to avoid doing lots of admin might be one of the main reasons they moved into sales in the first place. There are five main ways that implementing a CPQ system can save administration time: 1) Rekeying Information CPQ is generally integrated with a Customer Relationship Management (CRM) system. So, it’s straightforward for...
Show me a salesperson who craves more administration and I’ll show you someone who won’t hit their target. Admin is an anathema to most salespeople. Trying to avoid doing lots of admin might be one of...
Asset based ordering (ABO), which is sometimes referred to as Subscription Ordering, is a powerful capability that extends the reach of CPQ. For businesses that...
Asset based ordering (ABO), which is sometimes referred to as Subscription Ordering, is a powerful capability that extends the reach of CPQ. For businesses that sell subscriptions, recurring licenses, support agreements or modular solutions, it can allow these transactions to be handled effectively beyond the initial sale and gives great scope for managing renewals. Critically, it also provides the capability for up-sell and cross-sell opportunities to be captured, delivering...
Asset based ordering (ABO), which is sometimes referred to as Subscription Ordering, is a powerful capability that extends the reach of CPQ. For businesses that sell subscriptions, recurring licenses,...
Many CPQ projects that start with good intentions for sales somehow change into ‘an administration efficiency project’ along the way. While that’s a great...
Many CPQ projects that start with good intentions for sales somehow change into ‘an administration efficiency project’ along the way. While that’s a great benefit of implementing CPQ, let’s keep looking at the way CPQ can drive sales opportunities. CPQ is often the salesperson's key portal into the world of their deals. Having the ability to present the right prompts and information to a salesperson at just the right moment opens up amazing opportunities for decision making....
Many CPQ projects that start with good intentions for sales somehow change into ‘an administration efficiency project’ along the way. While that’s a great benefit of implementing CPQ, let’s...
