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CPQ

Using the Science of Selling to Reach the “Meaty Middle”

Using the Science of Selling to Reach the “Meaty Middle”

Is selling a science, or is it human intuition and gut feel? In the past it’s definitely been the latter. A company’s sales priorities have been to find and train the ideal sales person and then to do everything it can to retain its “sales superstars.”

Using the Science of Selling to Reach the “Meaty Middle”

By Matt McEnerney | October 30th, 2018

Why AI-Based Selling is No Longer Optional

Why AI-based selling is no longer optional

Like all new innovations, artificial intelligence has been met with both wariness and hope. This has been true in the B2B selling space as well.

Why AI-Based Selling Is No Longer Optional

The fear is that it will take decision making away from reps and managers. The hope is it will help boost sales.

By Matt McEnerney | October 22nd, 2018

CPQ and CLM: Better Together

CPQ and CLM: Better Together

An automated configure, price, quote (CPQ) system arms sales teams with the tools they need to sell faster and provide optimal customer experience. With CPQ, they can quickly and easily provide accurate quotes to customers, avoiding the time-consuming and error-prone process of sifting through multiple spreadsheets.

By Matt McEnerney | October 3rd, 2018

4 Ways to Empower Your Partners with CPQ

4 Ways to Empower Your Partners with CPQ

Working with your partners to generate and close new business can bring great benefits, but it can also be like navigating an iceberg—you can see a small sliver of what they’re doing, but they’ve got their own internal methods, and business practices in place that may be hidden and may not align with your own corporate processes. And vice versa.

By Matt McEnerney | July 25th, 2018

CPQ: The Quickest Way to Get a Sales Proposal in Front of a Customer

CPQ: The Quickest Way to Get a Sales Proposal in Front of a Customer

In today’s fast-paced business world, time is the most valuable commodity. Everyone wants to close deals faster so they can move on to the next thing. From a sales perspective, you want to close a deal quickly so you can start engaging the next lead. From a buying perspective, you want to close a deal quickly so you can focus on other important areas of operations.

By Matt McEnerney | July 18th, 2018

Can’t Decide on a CPQ Solution? Here are Seven CPQ Must Haves

Can’t Decide on a CPQ Solution? Here are Seven CPQ Must Haves

Sales ops leaders and managers know this fact very well by now: without a good CPQ solution, their reps are like rudderless ships floating on a stormy sea.

The answer in the past has been to turn to manual CPQ. But spreadsheets and Word docs require massive amounts of attention and provide little to no visibility into price points, upsells, cross-sells, or opportunities across a company. Plus, a lot of B2B deals change over time, and it’s far too time-consuming to go in and change all those details manually.

By Matt McEnerney | June 19th, 2018

AI and CPQ: The Three Ways AI Makes a Difference

AI and CPQ: The Three Ways AI Makes a Difference

Artificial Intelligence and Augmented intelligence (AI) have been around for a long time now, but it’s only recently that companies have started applying it to sales and configure, price, quote (CPQ) processes.

By Kevin Markl | June 18th, 2018

CPQ: The Costs and Consequences of Getting a Quote Wrong

CPQ: The Costs and Consequences of Getting a Quote Wrong

When you’re selling one or two simple products, it’s relatively easy to give prospective buyers an accurate quote quickly. Great salespeople, after all, have straightforward pricing information committed to memory. They know exactly how long it takes to ship products and provide services to would-be clients.

CPQ: The Costs and Consequences of Getting a Quote Wrong

By Matt McEnerney | June 8th, 2018
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