By Danny Wong
Small business sales leaders must find ways to sell like the big players in the industry if they hope to achieve long-term growth, and sales technology is a key component of that goal. Sales quote software often gets overlooked in favor of other sales technology solutions, but this platform helps you develop client relationships and streamline the mechanics of your quoting process. According to a report published by Accenture, 83% of sales professionals are now using a configure, price, quote (CPQ) solution for their operations, and no company can afford to fall behind the pack.
For many companies, the most difficult and time-consuming aspect of creating quotes is managing different configurations for each sale. Modern B2B buyers are making more complex purchases. That means salespeople have to create custom quotes for each customer and sometimes multiple customizations for the same customer.
Manually managing these personalized configurations is a logistical nightmare. More categories and options mean there’s a greater likelihood of a mistake being made. Sales reps have to spend more time filling in all of the various components of the quote. They also require a hub of organizational knowledge that must be well-maintained and constantly updated.
Sales quote software gives salespeople unprecedented control over the process of personalizing quote configurations for clients and turns those headaches into relics of the past. Innovative software programs can pull data directly from CRM and ERP platforms to ensure that you always have access to the latest product info. Adjustments to prices and amounts, automatic discounts, and a variety of special situations are all easy to manage thanks to customization tools built directly into the platform. With your sales quote solution, you not only have access to everything you need to quickly build customized quotes, but you are also free to deliver a more personalized level of service to your clients.
Automation is one of the core functions of the best quoting software. The principle behind sales quote automation — as it is with any type of sales function automation — is that there are certain things that can be executed more efficiently by a system, and there are some tasks that only a human salesperson can effectively accomplish. Therefore, it’s important that you employ a software solution for the jobs that can be automated, and free your salespeople to spend more time on everything else.
Time that sales reps have to spend doing monotonous tasks, like entering contract execution parameters or manually building pricing packages, is time they can’t spend doing things a software program can’t handle, such as learning more about their customers, enhancing their product education, or creating presentations that clearly and specifically link the product to the buyer’s pain points. In this way, automation through sales quote software doubles your value by allowing you to complete automated tasks more efficiently, as well as giving you the gift of extra time for other important matters.
Ultimately, all of the benefits provided by sales quote software help you get the most out of every deal and build strong relationships with buyers that turn into long-term revenue streams. When you use quoting software, you’ll be able to get your prospects the details they need accurately and quickly and keep the tangible value of the transaction at the forefront of the discussions. There are so many different elements that go into the quote process; trying to juggle them all manually leaves a lot of room for error.
Sales quote software is also becoming a mainstay in the B2B ecommerce world as companies look for tools to help them with dynamic product pricing. Gartner now estimates that 40% of B2B ecommerce businesses employ some type of configure, price, quote software solution, and the need for these tools will only grow as more customers navigate the quote process digitally. Even if your company is not currently engaged in B2B ecommerce, you likely will be in the near future, and learning to incorporate valuable tools such as sales quote solutions will help put you at the forefront of your industry.