Tag Archive | Multichannel Selling
You don’t want to stunt your CPQ’s growth, now do you? CPQs must be cared for, not just dropped in and forgotten. They require data, insight and collaboration to be most effective.
Product experts: Pay attention—You’re on the spot here.
Earlier this year we stated Why Configuration is Essential for the Future of the Insurance Industry, stressing that this type of innovative solution is becoming the spearhead for business development in the sector. As 2012 comes to an end, we want to mark this declaration by looking back at the past year.
If you are reading this blog, it’s probably because you are working to select the right CPQ for your company. Well done, you found the right blog to answer your questions. I’ll try to list what, in my opinion, should be evaluated when choosing your CPQ app. I hope it is valuable.
Most of sales reps usually dread the negotiation stage, and they consequently make several mistakes since any small change is stressful. Worse, some of them will barter their discomfort against discounts that are not needed nor solicited. In order to avoid this situation, wouldn’t it be better if your sales reps can face last minute requests from customers wishing to edit a quote?
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.