Tag Archive | CPQ
The Changing World of Telecommunications Sales
The way telecommunications providers sell their products and services is evolving rapidly. We are actually to the point where People today are using their existing cell phones in order to buy new ones. The services available are also more complex than ever before, with tiered data structures, bundles of minutes and texts, insurance coverage, Wi-Fi tethering and hot spots, and other available options.
Why Configuration is Essential for the Future of the Insurance Industry
Insurance is one of those products that is customized by definition. There is no ‘one size fits all’ approach to buying and selling insurance coverage, whether for health, life, auto or home. Every person, car and house is different, and combined with desired coverage levels, pricing can vary widely. Insurers use a variety of tools and practices to determine what the appropriate cost is for a particular level and type of coverage based on different constraints. However, many insurance salespeople today are still not utilizing a tool that can make an immediate, direct and measurable difference to their bottom line – a configure, price, quote (CPQ) solution.
Creating a Mobile Environment to Upsell More
Selling Power magazine highlighted trends in sales mobility by interviewing Tim Fowler, VP Sales UK at Cameleon Software.
Build vs Buy
“To build or not to build, that is the question!” That may not be an exact quote from Shakespeare, but it definitely brings up a very important point when deciding to implement a CPQ. Not all companies are equals, but depending on the industry or the size of the organization, the temptation to build an in-house CPQ might be strong.
CPQ and CRM, a Dynamite Duo
So much of a company’s success lies in the hands of its sales representatives. From closing deals to forging long term relationships, a company’s growth is directly dependent upon its sales team’s success. With that said, it should come as no surprise that to conduct a successful selling campaign, you first have to equip your sales team with the proper tools.
The Impact of Technology on Selling
There is no denying that the world of selling is changing faster than ever. Today, buyer and seller markets are on opposite sides of the spectrum, especially when it comes to corporate and enterprise relationships. Between the latest advances in mobile technology, and the vast tangled web of information we call the internet, facts and data are constantly and easily accessible, and trying to build rapport and create value is becoming more challenging than ever.
