Your best salesperson is trying to close a sale with a valuable client on location, and her client wants to see some quotes and proposals. She puts a quote together hurriedly; and when the client sees the mistakes in it, the deal is in danger of collapse. The pressure is on, and your salesperson needs to come up with an acceptable proposal before her competitor does. Five minutes later, she has her sale. How did she do it?
Automation and Communication
She entered the client’s needs, price point and technical expertise into your company’s quote and proposal system, and it did the rest. It put together the mix of products, extra features and implementation services that would deliver value to the client and maximize the deal size for her company. Then she used the built-in workflow capability to work out the finishing touches, produce a quote and get approval from her manager so she could present it to her client. Case closed.
Propose, Quote, Sell
That this kind of automation works is not surprising. After all, companies using solutions for quotes and solutions retain more than 8% more customers than companies that don’t. The marriage of speed, automation and accuracy is hard to beat.
Sales organizations are moving beyond traditional sales effectiveness objectives like reducing cycle time and errors, and are looking at more strategic objectives like deal profitability and order size. Customer experience holds the greatest opportunity for technical innovation, and 35% of CIOs say their top priority is offering the right product and service to their clients.
 Aberdeen Group, Sales Enablement Advances With Configure Price Quote Solutions, 2012 Gartner Research, Configure, Price and Quote Tools Help Redefine the Sales Experience, 2012