Focus On Products/Solutions That Match Customer Needs
Providing marketing and sales teams with transparency into product/service actualities is critical to improving win ratios. It is equally important for these sales to have the ability to fill-in with special offers when certain deliverables are not feasible for any reason, or when alternative solutions may be more cost effective.
Offering the Right Product to the Right Customer
The new reality for most companies today is that power has switched from the seller to the buyer, and the buyer expectations have increased exponentially. This new market reality dictates that vendors have the ability to quickly and accurately assess and understand customer requirements in order for sales executives to offer the product or solution that best matches customer budgets and timing.
One approach to this shift – guided selling – has moved to the forefront as it allows sales to access centrally maintained information repositories containing actual inventories and solution combinations, then build solutions and generate proposals with a question and answer exchange.
5 Ways Sales Can Win More Deals With a Configure/Price/Quote Solution
As product and service options have grown increasingly complex – sometimes with literally billions of variations available for a given offering – many companies are finding traditional price quote and bundling capabilities ill equipped in the face of today’s breakneck market speeds.
However, top-performing organizations are increasing win rates by adopting new processes and tools that enable creation of optimal quotes and proposals to match unique customer needs, shrink the sales cycle and outpace competitors.
Beyond the manufacturing boundaries, the future of CPQ
Increasing your overall cart revenue when selling an online insurance policy, reducing churn in the telecommunications industry, and building a quote for a potential client in the middle of nowhere: three different challenges, three different industries, one single solution – A Next Gen Configure Price Quote Solution.
While it is true that configure, price, quote (CPQ) technology was born in the manufacturing industry, today’s CPQ market has evolved and now encompasses other verticals such as the telecommunications, insurance and financial service industries.
Social Media – The New First Stop in Customer Service
For decades, the complaint department has been used by cartoonists as the butt of countless jokes. The reasons are obvious; no one enjoys having to make a complaint, and sometimes we have to complain about absurd things. Traditionally, feedback from customers could be given in person, by phone or in written format in a letter or on a comment card. With the advent of technology, we have many other options now for complaining about the service we receive.
