Tag Archive | Pricing & Quoting
Optimizing the Lead-to-Order Process: Step 4, Price Optimization
In my last post, we discussed product configuration as the third step in the LTO process. Today I’m going to cover the next step, price optimization.
Optimizing the Lead-to-Order Process: Step 3, Product Configuration
Thus far in our discussion of how to optimize the lead-to-order (LTO) process we have covered lead management and performing a customer needs assessment. Once you have successfully established the lead and determined what the individual needs and requirements of that customer are, the next step is to create and validate a product configuration capable of meeting said needs.
CRM and Product Configurators: Improving the Sales Process
CRM and Product Configurators: Improving the Sales ProcessIf you work in sales, you are familiar with customer relationship management (CRM) systems. These software tools have become ubiquitous in the industry, and provide a tremendously beneficial service to sales teams. The ability to keep track of all customer contact, sales history, and other sundry pieces of customer data has helped countless salespeople to improve their relationships with their customers and thereby increase their sales performance.
From Selling Products to Selling Solutions: Managing Unprecedented Complexity
Over the past decade, many companies have shifted from only selling physical products to also selling services and software. In our “demand driven world”, the focus has switched from products to solutions.
