Guided Selling: Product Configuration Is the Key to Compatibility

By Dan Goldberg CallidusCloud When I check out at the supermarket, the checker always asks the same question: “Find everything OK?” Guided SellingImagine if the checker looked at my items and said, “You have tomato sauce, pizza crust, mushrooms and pepperoni. Are you sure you don’t need some mozzarella?” She improved my customer satisfaction by saving me a trip for a forgotten item, and she’s generated more revenue for the store. This is a simple example of guided selling. Apply this scenario to a company that has more complex products, bundles, solutions and promotions and all of a sudden this becomes extremely difficult. It requires multiple teams and can add days to the process of generating a quote. Guided selling is a key component of a Configure Price Quote solution. Linked by rules to your product catalog and price book, reps can arrive at the right solution in real time and can then translate that into a proposal sitting in the customer’s inbox before they’re even finished with the meeting. Best in class companies are already reaping the benefits:

  • Minimized Selection Errors:  35% of CIOs say their top priority is offering the right product to their clients[1].

  • Faster Selling Cycles: Top sales organizations close deals with 33.7% fewer calls. With only 39% of reps’ time available for selling, shorter time counts[2].

  • Larger Deal Sizes: CPQ users typically close deals 25% larger than companies that don’t use a CPQ tool by including an optimized list of up-sell products, cross-sell products, and consulting services[3].

An effective product configuration process is just one more way to enable sales and provide them with the key tools they need to be successful. Learn more about processes and tools for a successful CPQ program on our website. [1] CSO Insights, Sales Performance Optimization: 2013 Sales Execution Analysis, 2013 [2] Gartner Research, Don’t Let Tactical ICM Wins Hinder a Strategic Approach to Sales Performance Management, 2012 [3] Peter Ostrow, CallidusCloud C3 Keynote, 2012  

By CallidusCloud | April 11th, 2013 | CPQ

About the Author: CallidusCloud


CallidusCloud is the global leader in cloud-based sales, marketing and learning solutions. CallidusCloud enables organizations to accelerate and maximize their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation — driving bigger deals, faster. Over 4,000 organizations, across all industries, rely on CallidusCloud to optimize the lead to money process to close more deals for more money in record time.