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Salesforce CPQ

Salesforce CPQ

Top 8 Salesforce CPQ features to optimize sales processes

CPQ is a sales tool for organizations to streamline their quoting process for efficiency and quicker closing of deals. The modern marketplace is evolving and growing, which means businesses also have to rapidly adapt and scale. 

Sales processes are getting more complex with organizations of all tiers deploying un-conventional sales processes to stick out amongst the competition. The success of the platform is evident from its growth, estimated to be at 20% through 2020. CPQ is feature-rich and customizable, allowing sales representatives to automate approvals, track their prices, and close deals faster. Furthermore, the platform is available to sales teams on every digital device 24/7, which also helps them in making quicker sales decisions and automating time-consuming manual tasks.

What cool features make CPQ unique?

  • Advanced approvals – With advanced approvals, sales representatives can save valuable time by setting up predefined approval pathways. Free from waiting for lengthy approval times, reps can focus on productivity and doing what they do best, close deals. 
  • Multi-dimensional quoting – With MDQ, organizations can build customized subscription packages for different segments of time. The name itself says it all, add dimensions to your quotes giving customers a wider range of options. MDQ gives sales representatives more flexibility when they are pitching different subscriptions to a service. 
  • Product Bundle A product bundle is a customized bundle of different products with one parent bundle for creating the best possible quote for clients. Additional products can be added that contribute to the bundle’s package price, users can also define option constraints to exclude product selection when a similar product is selected in the bundle. 
  • Product rules – With CPQ product rules, users can define conditions to ensure that customers cannot make options against your product’s unique guidelines. Product rules can be configured to add, remove, or hide options in a product bundle. 

Product rules contain related lists for Error Conditions, Actions, and Configuration Rules. 

  • Price rules – Another aspect of product rules is price rules, which are automated price calculations which are then updated to quote line fields.  Price rules determine the pre-configured conditions which can apply prices to a transaction. This feature is useful when there are products that affect each other’s prices in bundles. 
  • Custom Actions – While adding products to a quote, instead of always browsing through full product catalogues, users can configure custom actions as buttons on quotes where top-selling products can be viewed directly with the click of a button.

For example, a computer peripheral company creates custom actions that classify hardware and software as two separate actions. A search function can also be configured to sort through products more rapidly. This helps sales reps quickly create quotes for specific products.

  • Guided Selling – With Guided Selling, users can create a prompt that helps sales reps sort through a large product catalog, filter the products based on inputs, and quickly create quotes with exactly what they are looking for. At the beginning of every quote creation process, the guided selling prompt will present reps with a series of questions that will help them narrow down the products they are looking for.
  • Discount Schedule – Users can create discount schedules based on the sale, the 3 basic types are:

Volume Discount – Based on the quantity of the order.

Term Discount – Based on the number of years of subscription.

Cost Discount – Discount offered instead of the list price.

Discount schedules help users create customizable discount schedules depending on determinant factors.

These features are just the tip of the iceberg when it comes to the true prowess of Salesforce CPQ. Sales processes can be scaled to growth, while at the same time creating impressive customer experiences and brand loyalty. Do you want to know how to integrate this versatile application to your organization?

At CEPTES we have a decade of experience integrating Salesforce and it’s functionality to a broad range of industries, get in touch with us here.

Infographics, Salesforce CPQ

What is Salesforce CPQ or Configure, Price, Quote – [Infographic]

Enterprises are using various CPQ tools in order to enhance their business efficiency & revenue by engaging their sales reps in doing actual sales activities rather than spending more time in doing non-selling exercises. Salesforce CPQ is a powerful tool that helps sales reps quickly generate quotes for customer orders. Salesforce CPQ can work together with ERP systems and other external tools ensuring the highest data integrity & quote accuracy. 

Salesforce CPQ helps enterprises perform faster sales quote process with 10x faster quote generation, 95% lesser approval time, 2x faster quote to cash moving & 30% faster ramp for new sales reps. This also significantly improves the speed with 33% quicker quote generation, 30% quicker approval, 20% quicker quote to cash. Salesforce CPQ also helps enterprises enhance their quote accuracy with 35% lesser configuration error, 38% lesser pricing error, and 29% increased forecast accuracy. 

Check this infographic to know more about Salesforce CPQ & its capabilities. 

Salesforce CPQ

Top 5 Ways Salesforce CPQ can Boost your Business Efficiency

As per a recent Salesforce State of Sales report, sales reps spend 34% of their time in doing real sales while a startling 66% of their time in generating quotes, proposals, and getting approvals. Isn’t that surprising? In today’s world of fast-forward digitalization powered by sales utility tools, if sales reps are still spending almost two-thirds of their time in doing non-selling activities, it will certainly be going to hamper business efficiency along with loss of opportunities. 

CPQ – Configure, Price, Quote

To enhance business efficiency & revenue by engaging sales reps in doing real sales activities, progressive enterprises prefer using a tool such as Salesforce CPQ. CPQ which is primarily a sales utility tool, helps sales reps quickly generate quotes for orders. CPQ work in tandem with CRM solutions, ERP systems, and other external systems ensuring integrated data with accuracy. With CPQ, businesses can generate quotes that are automated according to a preprogrammed set of rules. The error-free quotes consider account quantities, discounts, customizations, optional features of products, multiple revenue types, and incompatibilities. Leading enterprises using Salesforce CPQ has observed:

  • 10x faster quote generation
  • 95% reduction in approval time
  • 2x faster moving from quote to cash
  • 30% quicker ramp for new reps

5 Ways Salesforce CPQ is helping enterprises

Here are 5 ways Salesforce CPQ can help an enterprise drive high efficiency by closing more deals with a shorten sales cycle:

Greater accuracy 

CPQ drives higher efficiency by integrating various aspects of a sales cycle including sales, service, renewals, finance and legal. This ensures sales reps won’t be dealing with configurations that aren’t possible financially or legally. This saves time of manual quoting and enables sales reps to create quotes with greater accuracy. The automation function will also ensure that errors can be avoided before they occur, leaving you with satisfied customers and happy salespeople. Though sales reps are going to primarily use the CPQ, however, you can optimize the tool in order to benefit the entire organization. CPQ analytics can help you with accurate demand and product trends. 

Standardized processes with larger collaboration & reduced costs

An enterprise has different entities such as sales, service, finance, legal and many more that are siloed. CPQ collaborates with all the entities and allows seamless communication during a sales cycle. From generating an order to quote sending, invoice sending, payment receiving, auditing, and order fulfillment, CPQ integrates with your existing business technology & siloed entities to make the entire process smoother & standardized. CPQ has a great ability to integrate with ERP systems and connects sales with operations. CPQ with ERP can potentially reduce high operational costs.

Enhanced sales efficiency & reduced time

As mentioned before, a sales rep spends roughly 34% of his time doing actual sales related work. This leads to multiple challenges such as reduced efficiency, minimized sales, and longer sales cycles. With a streamlined process, sales reps can avoid doing non-selling jobs and spend more time in prospecting, meeting customers, cold calling, etc. So that when it comes to close the deal and start the transaction, CPQ can accurately configure products, apply pricing discounts, have preprogrammed approvals to fasten the process. This will enhance efficiency and save a lot of time. 

Increased revenue & business transparency

A Salesforce report shows that companies that use a Salesforce CPQ software increase their average deal size by a whopping 105%. CPQ allows enterprises to ensure that they get the most out of their sales deals by analyzing sales pipelines and having a deal profitability analysis in order to offer financially viable and successful quotes through automated streamlined processes. CPQ with Einstein Analytics can really help sales reps maximize revenue opportunities with actionable insights. Insights can also help you identify what works for you and where improvements are needed. Custom dashboards can also be accessed with CPQ in order to identify top customers, successful pricing models, and opportunities. 

Quote-to-Cash: On the fly

One of the most significant factors of the sales cycle is timely communication & round the clock accessibility. Salesforce CPQ enables sales reps with greater visibility across the sales cycle from anywhere using any device. Sales reps can offer deals based on revenue goals, margins, pricing models, and legal factors. They can also send quotes, access reports, dashboards on the go. 

CEPTES for Salesforce CPQ Requirements

As a Salesforce platform specialist, we have successfully implemented Salesforce CPQ solutions in various enterprises. Salesforce certified developers at CEPTES will help you maximize your revenue with minimum time & cost. Schedule a meeting today.