Insights & Advice

How CPQ Can Transform Your B2B Business

Lee Goldberg
CPQ-B2B-eCommerce

If your sales teams are losing precious hours configuring, pricing, and quoting, it could be the perfect time to embark on a digital transformation – one that simplifies the quoting process and frees up your sales team to spend more time with current and prospective customers over crunching numbers and chasing approvals. 

The benefits and power of simplifying complex sales processes with Configure Price Quote (CPQ) capabilities have earned CPQ a trusted position in our playbook for helping B2B companies reach that next level of performance. Here’s how CPQ continues to boost your B2B sales game.

It simplifies processes. 

It’s not uncommon for an organisation’s processes to revolve around their own needs over customer needs. CPQ creates a lens to help you see the entire experience through your customer’s eyes, allowing you to redesign processes to serve them better.

It automates the manual, low-value tasks.

Sometimes, even despite technical automation, your business might still have some disconnected processes and workflows that involve manual work. CPQ encourages new levels of data connectivity and automation to remove unnecessary tasks for both internal teams and your customers.

It optimises quotes and boosts your sales team. 

CPQ helps you increase each sale’s total value. Strategic pricing and intelligent systems automatically identify upselling and cross-selling opportunities for your sales team, thereby boosting revenue. It equips your sales reps with intelligence, including suggestions for additional products to add to the quote, discounting thresholds and margin health indicators, setting everyone up for improved sales success.

Your sales team needs every advantage to do their best work and CPQ helps streamline the sales process, allowing them to work more independently, quicker and with improved accuracy. Thus you get better, faster quotes for customers. Collaboration among sales reps also becomes far less cumbersome, as conversations are catalogued centrally instead of lost within countless email threads.

It boosts personalisation and customisation. 

B2B customer expectations around receiving a personalised experience are increasing exponentially and customisation can increase sales complexity, especially when it’s done manually. CPQ helps simplify that by providing customers with self-service options that can be customised by using data to help predict what customers are looking for, making their lives easier and helping them buy faster.

It offers better integration.  

Success in today’s digital space requires systems that speak to each other and work well together. Implementing CPQ helps get you to that critical new business baseline where all the systems in your technology stack, such as variant configuration, commerce platform, and partner or distributor self-service tools, are connected and communicating. No more silos. 

Interested in learning more about how CPQ can help simplify complex sales and create more wins for your team? Tune in to our “Make Complex Buying Simple” webinar and listen to B2B eCommerce experts from SMITH, eLogic, and SAP discuss some of the biggest CPQ trends and best practices, or get in touch with the SMITH CPQ team today.

About the Author

Lee Goldberg

Lee is an experienced Senior Leader at SMITH, a leading global digital commerce agency.

More News & Insights

Lee Goldberg

Lee is an experienced Senior Leader at SMITH, a leading global digital commerce agency.

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