For the uninitiated, the sales process may seem very straightforward. Leads are located, products and/or services are introduced, and deals are closed. However, the reality is much more complex. In order for a business to be successful, a clearly defined and well-understood sales process is an absolute must. After all, only 25% of leads are legitimate and should advance to sales, which means that the sales process needs to be able to identify those leads quickly and accurately. As such, once those leads have been located and guided along the path to the sale, the last thing you want is to lose your prospective clients as a result of an ineffectual quote-to-cash process.
Quote-to-Cash is a term used to describe the set of business processes that encompass the final stages of the sales funnel. The sales process, by which new leads are found and guided forward, is vital. In fact, 88% of high performing marketing teams say an effective customer journey strategy is critical to success. Quote-to-Cash refers to the sale itself, from initial offers (or quotes) to payment (or cash). More specifically, Quote-to-Cash encompasses configure price quote (CPQ), and generally includes the following steps:
In short, the Quote-to-Cash process may only encompass the final steps involved in cementing a sale, but it presents a number of hazards that could potentially derail everything you and your client have been working towards. Quote-to-cash solutions and software tools are designed to help keep everything on track.
Quote-to-cash and CPQ solutions that are enhanced with CRM technology can help optimize your entire quote-to-cash process. By taking everything that sales managers need to see a sale finalized, CPQ solutions can effectively eliminate the downtime and inaccuracies that plague the quote-to-cash process. Here are several ways that an effective CPQ tool can improve your business:
Unfortunately, not all quote-to-cash and CPQ solutions offer the same level of service. As such, choosing a superior quote-to-cash platform for your business is a must. Salesforce Quote-to-Cash is built on the world’s number-one CRM solution.
Salesforce Quote-to-Cash incorporates Salesforce CPQ, Salesforce Billing, and Salesforce Lightning into a single, CRM-enhanced powerhouse. This gives your sales managers complete control over the sales process. Salesforce fills all the roles expected of any effective CPQ and quote-to-cash solution, but takes things even further by consolidating it into a single, easy-to-use, cloud-based tool. Users can automate quotes and invoices, collect payments, manage subscriptions, view and adjust terms, and generate reports all from an intuitively designed dashboard. Salesforce Quote-to-Cash also features mobile-first design, meaning that whether you’re using a desktop computer or a mobile smart device, you’ll have full access to all the tools you need to see the sales process through to the end.
The sales process may be complex, but that doesn’t mean that you can’t simplify it. Salesforce CPQ and Quote-to-Cash solutions give you and your team the power to bring your sales home. After all, when only 25% of leads are qualified to become customers, you don’t want to lose a single one when it comes time to finalize the sale. Salesforce Quote-to-Cash can make it happen.
Now there’s a fast, easy way to streamline configuration, pricing, and quote generation. Contact sales to see if Salesforce Quote-to-Cash is the solution for you.
Questions? Our reps have answers. 1-800-667-6389