Five Ways AI is Revolutionizing the Selling Process

Artificial Intelligence (AI) is no longer a futuristic concept but a present-day reality reshaping various industries, and sales is no exception. AI-powered tools are transforming the sales process, making it more efficient, personalized, and data-driven. Here are five key ways AI is enhancing the selling process…

1. Intelligent Lead Scoring and Prioritization

AI algorithms analyze vast amounts of data, including customer interactions, online behavior, and market trends, to identify and score leads. This enables sales teams to focus on high-potential prospects, increasing conversion rates and reducing wasted effort. AI can also predict which leads are most likely to convert, allowing sales representatives to prioritize their outreach effectively.

Lead Scoring Metrics

Engagement

Description: How often a lead interacts with marketing materials

AI Application: Tracks website visits, email opens, and social media interactions.

Demographic Data

Description: Information about the lead's company, industry, and role

AI Application: Identifies leads that match the ideal customer profile.

Predictive Data

Description: Historical data on conversions and customer behavior

AI Application: Predicts the likelihood of a lead converting based on patterns.

2. Personalized Customer Interactions

AI allows for highly personalized communication with prospects and customers. By analyzing customer data, AI can tailor messages, offers, and recommendations to individual needs and preferences. Chatbots powered by AI can provide instant support and answer questions, while AI-driven email campaigns can deliver targeted content at the right time.

Personalization Strategies

Content Tailoring

Description: Customizing content based on customer interests

AI Application: Recommends relevant articles, blog posts, and product information.

Offer Personalization

Description: Providing unique offers based on customer behavior

AI Application: Suggests discounts or bundles based on past purchases or browsing history.

Communication Timing

Description: Sending messages at optimal times for engagement

AI Application: Analyzes data to determine the best time to send emails or notifications.

3. Sales Forecasting and Analytics

AI provides accurate sales forecasts by analyzing historical data and market trends. This helps businesses make informed decisions about inventory, staffing, and resource allocation. AI-powered analytics tools also provide insights into sales performance, customer behavior, and market opportunities.

Forecasting Metrics

Sales Pipeline

Description: Stages of the sales process and number of leads at each stage.

AI Application: Predicts conversion rates and potential revenue from current pipeline.

Market Trends

Description: External factors affecting sales, such as seasonality

AI Application: Analyzes data to identify patterns and predict future trends.

Historical Data

Description: Past sales performance and customer behavior

AI Application: Uses data to forecast future sales based on historical trends.

4. Automated Sales Tasks and Workflow Optimization

AI can automate repetitive sales tasks, such as data entry, scheduling, and follow-ups. This frees up sales representatives to focus on more strategic activities, such as building relationships and closing deals. AI can also optimize sales workflows by identifying bottlenecks and suggesting improvements.

Automated Tasks

Data Entry

Description: Inputting customer information and sales data

Automatically populates CRM with data from various sources.

Scheduling

Description: Coordinating meetings and appointments with prospects

AI Application: Suggests optimal meeting times and automatically sends invitations.

Follow-ups

Description: Sending reminders and follow-up messages to leads

AI Application: Triggers automated follow-up emails based on lead behavior.

5. Streamlining with CPQ Solutions

Configuration, Pricing, and Quoting (CPQ) solutions, powered by AI, are revolutionizing how businesses create and manage sales quotes. AI-driven CPQ systems can automate complex product and pricing configurations, ensure accuracy, track quotes, and provide real-time insights into pricing strategies.

These solutions also help sales teams generate professional quotes quickly, reducing errors and accelerating the sales cycle. AI analyzes historical data to suggest optimal pricing, discounts, and product configurations, ensuring that quotes are competitive and profitable.

CPQ Benefits

Pricing Accuracy

Description: Ensuring quotes are accurate and consistent

AI Application: Automates pricing calculations and updates pricing based on market data.

Quote Speed

Description: Reducing the time it takes to generate quotes

AI Application: Automatically generates quotes based on customer specifications.

Configuration

Description: Ensuring product configurations are accurate and feasible

AI Application: Recommends optimal product configurations based on customer needs.

It’s clear that AI is transforming the selling process by enabling intelligent lead scoring, personalized interactions, accurate sales forecasting, automated tasks, and streamlined CPQ solutions. By leveraging AI, businesses can enhance efficiency, improve customer satisfaction, and drive revenue growth. Particularly, CPQ solutions powered by AI can significantly accelerate sales cycles and improve profitability by ensuring accurate and competitive pricing.

Navigating the Tariff Tightrope: How CPQ Can Bolster Sales in a Changing World

Global tariffs, a complex web of duties and trade restrictions, are increasingly shaping the landscape of international commerce.

For example, industries like manufacturing and high-tech, reliant on intricate supply chains and cross-border transactions, are particularly vulnerable. These tariffs can lead to inflated costs, disrupted supply lines, and a heightened sense of uncertainty, profoundly impacting sales strategies and outcomes. In this challenging environment, tools like Configure, Price, Quote (CPQ) systems are emerging as crucial assets for sales teams seeking to maintain competitiveness and profitability.

The impact of tariffs on modern industries

The primary impact of tariffs on manufacturing and high-tech sales stems from increased input costs. When raw materials or components are subjected to tariffs, manufacturers face higher production expenses. These costs are often passed along to customers, leading to price hikes that can deter potential buyers and erode profit margins. In high-tech, where components are often sourced from various countries, even minor tariff adjustments can significantly affect the final product price. 

Furthermore, tariffs can disrupt established supply chains. Manufacturers and high-tech companies often rely on specialized suppliers located in different regions. When tariffs are imposed, companies may need to seek alternative suppliers or renegotiate contracts, potentially leading to delays, quality issues, and increased logistical complexities. These disruptions can negatively impact production schedules and delivery times, directly affecting sales performance. 

The uncertainty surrounding tariffs also creates a volatile market environment. Customers may hesitate to make large purchases due to fluctuating prices and concerns about future availability. Sales teams face the challenge of navigating these uncertainties while maintaining customer confidence and closing deals.

CPQ: A step in the right direction in a new global economy

In this context, a robust CPQ system can be a powerful tool for sales teams in manufacturing and high-tech. CPQ software automates and streamlines the sales proposal process, providing customizable sales quote templates, a product and pricing configuration engine (to help better meet customer needs and ensure more accurate pricing), and other tools to enable sales professionals to respond quickly and accurately to changing market conditions. Here's how CPQ can help:

Dynamic Pricing and Quoting

CPQ systems allow for real-time updates to pricing based on fluctuating input costs and tariff adjustments. Sales representatives can generate accurate quotes instantly, reflecting the latest market conditions. This agility is crucial for maintaining competitiveness in a rapidly changing environment. For example, if a tariff is added to a specific component, the CPQ can automatically recalculate the final product price, ensuring accurate and up-to-date quotes.

Optimized Product Configurations

CPQ systems enable sales teams to configure complex products and solutions efficiently. By integrating with inventory and supply chain data, CPQ can identify alternative components or materials that are less affected by tariffs. This allows sales representatives to offer cost-effective solutions to customers while minimizing the impact of tariff-related price increases. Sales teams can explore different configurations to meet customer needs while optimizing for cost and availability.

Enhanced Quote Accuracy and Speed

Tariffs can introduce complex pricing structures and calculations. CPQ systems automate these calculations, eliminating the risk of errors and ensuring accurate quotes. This speed and accuracy are crucial for maintaining customer trust and closing deals quickly. In a competitive market, providing prompt and accurate quotes can be a decisive advantage.

Improved Visibility and Forecasting

CPQ systems provide valuable insights into sales trends and customer preferences. By analyzing data on product configurations and pricing, sales teams can identify opportunities to optimize their offerings and adapt to changing market conditions. This data can also be used for more accurate sales forecasting, helping companies to anticipate demand and manage inventory effectively. 

Streamlined Contract Management

Tariffs can necessitate frequent contract revisions and renegotiations. CPQ systems can streamline the contract management process by automating the generation and tracking of contracts. This ensures that all contracts reflect the latest pricing and terms, minimizing the risk of disputes and delays. 

Globalized Sales Enablement

For companies operating in multiple countries, CPQ systems can provide a centralized platform for managing sales processes and pricing across different regions. This ensures consistency and compliance with local regulations and tariffs. Sales teams can access up-to-date product information and pricing in multiple languages and currencies, facilitating seamless cross-border transactions.

What’s next in the face of tariffs?

Global tariffs pose significant challenges for sales teams in manufacturing and high-tech. However, by leveraging the power of CPQ systems, companies can navigate these challenges effectively. CPQ enables dynamic pricing, optimized product configurations, and enhanced quote accuracy, empowering sales teams to maintain competitiveness and profitability in a volatile market. By embracing technology and adapting to the changing global trade landscape, companies can mitigate the impact of tariffs and achieve sustainable growth.

Business Trends 2025: The Changing Meaning of CPQ

Having been in the space for more than 20 years, iQuoteXpress has seen the meaning of CPQ change dramatically over time.

What was once considered simply a sales proposal automation tool has evolved into an AI-fueled, enterprise-system integrated, fully mobile sales enablement tool that streamlines complex product configurations and ensures accurate pricing, that provides critical insights into both inventory management and staff performance, and so much more.

But as we move into 2025, the traditional understanding of CPQ is evolving. It’s no longer merely a tool for sales reps; it's becoming a strategic asset that drives business growth and customer satisfaction.  

The Expanding Role of CPQ

In 2025, CPQ is poised to transcend its traditional role and become a comprehensive platform that supports the entire customer journey. Here are some key trends shaping the future of CPQ:

1. AI-Powered Intelligent Configuration

• Predictive Product Recommendations: AI algorithms can analyze customer behavior and preferences to suggest optimal product configurations, enhancing the buying experience.

• Real-time Price Optimization: Dynamic product and pricing configurations, powered by AI, can adjust prices in real-time based on factors like demand, competition, and customer segmentation.

• Natural Language Processing (NLP): NLP capabilities enable users to configure products using natural language, making the process more intuitive and accessible.

2. Seamless Integration with CRM and ERP

• Unified Customer View: Integrating CPQ with CRM systems provides a holistic view of customer interactions, enabling personalized sales experiences.

• Streamlined Order-to-Cash: By connecting CPQ with ERP systems, businesses can automate order processing, invoicing, and fulfillment, reducing errors and accelerating revenue recognition.

3. Enhanced Customer Experience

• Interactive Product Configurators: Immersive 3D product configurators allow customers to visualize and customize products in real-time.

• Personalized Quoting: CPQ can generate tailored quotes based on customer-specific requirements, improving customer satisfaction and closing deals faster.

• Self-Service Portals: Empowering customers to configure and quote products independently can reduce sales cycles and increase customer autonomy.

4. Subscription and XaaS Models

• Flexible Pricing Strategies: CPQ solutions must support complex pricing models, including tiered pricing, usage-based pricing, and subscription-based pricing.

• Recurring Revenue Management: Advanced CPQ tools can help businesses manage recurring revenue streams, optimize renewal rates, and identify upselling and cross-selling opportunities.

5. Global Expansion and Localization

• Multicurrency and Multi-Language Support: CPQ solutions must be able to handle multiple currencies and languages to facilitate global sales operations.

• Compliance and Regulatory Adherence: Ensuring compliance with local regulations, taxes, and customs duties is crucial for businesses operating in international markets.

CPQ Beyond 2025

As we move forward, CPQ will continue to evolve, driven by technological advancements and changing customer expectations. By embracing these trends, businesses can unlock the full potential of CPQ and gain a competitive edge. The future of CPQ is bright, and its impact on business operations and customer experiences will be profound.

The future of CPQ is not just about automating quotes; it's about transforming the entire sales process into a seamless and customer-centric experience. By leveraging AI, advanced integrations, and innovative technologies, businesses can elevate their sales operations and drive sustainable growth.

SMB Trends for 2025: Supply Chain Management (and CPQ)

As we step into 2025, small and medium-sized businesses (SMBs) are poised for significant growth and transformation. Fueled by technological advancements and evolving customer expectations, SMBs are embracing evolving, innovative strategies to stay competitive.

In this dynamic landscape, AI will, of course, continue to have an impact, but exactly how and where is TBD. Whereas proven solutions such as Configure, Price, Quote (CPQ) applications, along with complementary systems like CRM and ERP, will continue to prove themselves the most pivotal tools for defining and supporting key trends. 

And what are the key trends for SMBs in 2025? There are the old favorites (such as customer experience and digital transformation), but we’re going to focus on a trend that we think will have a huge impact: supply chain management.

More importantly, we’re going to focus on how SMBs can leverage tools like CPQ within their own four walls to help address supply chain challenges. 

Supply Chain Disruptions in 2025

Supply chain disruptions have become a persistent challenge for businesses worldwide. From component shortages to logistical delays, these issues can significantly impact revenue and customer satisfaction.

Supply chain disruptions can lead to:

• Delayed Deliveries: Longer wait times for customers can erode brand loyalty.   

• Increased Costs: Rising material and shipping costs can reduce profit margins.   

• Stockouts: Inability to fulfill orders can lead to lost sales and customer dissatisfaction.   

• Pricing Errors: Incorrect pricing due to fluctuating costs can damage customer relationships and reduce revenue. 

So how can a tool like CPQ play a role in addressing these issues?

CPQ software empowers sales teams to accurately configure products, calculate prices, and generate quotes in real-time. This efficiency can significantly help combat supply chain challenges by providing real-time product availability insights, faster sales quote generation, enhanced supply chain visibility, for starters.

Real-Time Product Availability

CPQ systems can integrate with inventory management systems to provide real-time information on product availability. Not only that, but when a specific product is out of stock, the system can suggest alternative options or configurations that are readily available.

And in service to the bottom line, CPQ can offer dynamic pricing functionality, adjusting prices based on real-time inventory levels and supplier costs, helping to optimize revenue and mitigate the impact of shortages.   

Faster Quote Generation

In addition to the countless hours (days!) saved by automating the quote generation process (which reduces manual effort and accelerates the sales cycle), CPQ can automate calculations and error checking to minimize the risk of pricing mistakes, and ensure more accurate quotes created more quickly. And when there are “bumps” in the supply chain, getting a quote out today instead of tomorrow can be the difference between an opportunity won or lost.

Enhanced Supply Chain Visibility

Perhaps most importantly, CPQ systems can analyze sales data to identify trends and patterns in product demand and help improve forecasting. With the data from a CPQ solution being connected to an ERP system, businesses can proactively adjust inventory levels and production schedules. Not only that, but CPQ can facilitate collaboration between sales, operations, and supply chain teams, ensuring everyone is aligned on product availability and delivery timelines. 

As 2025 gets underway, supply chain challenges will continue to evolve. And while it will take more than one tool or tactic to solve these challenges, CPQ will remain a critical asset in a business's “four walls” that can help it navigate the complexities of the supply chain in the outside world.

AI-powered CPQ: A salesman tool like no other

Dog eat dog? Try shark eat shark, or T. Rex eat T. Rex. Sales has become so competitive that only the fierce survive. A salesman needs every tool, every tactic, every advantage. And right now, that tool is a configure, price, quote (CPQ) application fueled by AI. Simply put, it’s indispensable for sales teams, streamlining the quoting process and ensuring accuracy. And while CPQ has been critical foreclosing sales for decades, the advances made in the age of AI are taking it to a new level.

How AI enhances CPQ

First off, AI isn’t “added” to CPQ, nor does it operate outside the app. It’s embedded with AI-powered CPQ applications leveraging machine learning algorithms to automate various aspects of the quoting process. This includes:

• Product Configuration: AI can automatically configure products based on customer requirements, ensuring that quotes are accurate and tailored to specific needs. By analyzing vast datasets of pricing and product configurations, AI can identify patterns and make intelligent recommendations.

• Pricing Optimization: AI can help determine optimal pricing strategies by analyzing market trends, competitor pricing, and customer preferences. This ensures that quotes are competitive while maximizing profitability.

• Quote Generation: AI can automate the generation of quotes, reducing the time and effort required by salespeople. By pulling data from various sources, including product catalogs, pricing information, and customer data, and leveraging professionally designed sales proposal templates, AI can create customized quotes in a matter of seconds.

• Sales Forecasting: AI can analyze historical sales data to predict future sales trends and identify potential opportunities. This information can help salespeople prioritize their efforts and focus on the most promising leads.

• Customer Segmentation: AI can segment customers based on various criteria, such as demographics, purchasing behavior, and preferences. This allows salespeople to tailor their approach to each customer segment, increasing the likelihood of closing deals.

But that’s just features. It’s the benefits where things get truly interesting and a salesman enjoys ROI from this crucial tool.

Key benefits of AI-powered CPQ

A disclaimer: the benefits are what you expect them to be — efficiency, customer engagement, better data. But it’s how AI helps realize the benefits that counts. 

• Increased sales efficiency: By automating many of the time-consuming tasks (such as pricing optimization and proposal creation) involved in the quoting process, AI-powered CPQ applications can help salespeople become more efficient and close deals faster.

• Improved accuracy: AI can help ensure that quotes are accurate and error-free, reducing the risk of costly mistakes. Mistakes means time spent fixing mistakes, and time = money.

• Enhanced customer experience: AI-powered CPQ applications can provide a more personalized and satisfying experience for customers. By offering customized quotes and recommendations, salespeople can build stronger relationships with their clients.

• Data-driven decision making: AI can provide salespeople with valuable insights into their performance and customer behavior. This data can be used to make informed decisions and optimize sales strategies.

Choosing the Right AI-Powered CPQ Solution

Not all CPQ applications are created equally. While some operate essentially outside your business systems, claiming, for example, that creating “sales proposals as web pages” is somehow a win, you should really look for one that not only works with what you have, but makes what you have work better. Here are some factors to consider:

• Integration with existing systems: The CPQ application should seamlessly integrate with your CRM, ERP, and other business systems.

• Scalability: The CPQ application should be able to scale with your business as it grows.

• Ease of use: The solution should be intuitive and easy for salespeople to use.

• Accessibility: Look for one that’s cloud-based, allowing salespeople to access from anywhere.

• Cost: Consider the cost of the CPQ application, as well as any ongoing maintenance or support fees. We know of one that starts at $39 a user!

AI-powered CPQ applications are transforming the way salespeople work. By automating tasks, improving accuracy, and providing valuable insights, these tools can help salespeople close more deals and drive revenue growth. If you're looking for a way to give your sales team a competitive advantage, consider investing in an AI-powered CPQ solution. Consider IQX.

Making Quote Management Software the Not-So-Secret Weapon in Your Sales Arsenal

Sales is winner take all, make or break, die or die trying… which means efficiency and accuracy are king. Every step of the process, from initial contact to closing the deal, needs to be targeted and optimized. This is where quote management software comes in – a powerful tool that can revolutionize the way your sales team operates and boost your bottom line.

And if you’re still quoting with Excel or Word or [insert outdated office app here], you may be cooking up a recipe for disaster. Why? Glad you asked…

Why manual quoting is a recipe for disaster

Traditionally, creating quotes involved a lot of manual work: piecing together information from spreadsheets, emails, and product catalogs. This process is not only prone to errors like inaccurate pricing, typos, and missing details, but also suffers from slow turnaround times.

Here's a closer look at the problems with manual quoting:

• Wasted time: Sales reps spend hours crafting quotes, taking them away from more strategic activities like building relationships and closing deals.

• Inconsistent pricing: Errors in pricing can lead to lost revenue or damage your reputation. (Far too often reps store pricing on desktops, which means outdated info.)

• Slow response times: Delayed quotes leave customers waiting and open the door for competitors to swoop in.

• Poor visibility: Lack of oversight makes it difficult to track quote progress and identify bottlenecks in the sales pipeline.

Say to no to manual labor, and yes to quote management software

Quote management software offers a comprehensive solution to these problems, and so many more. By automating repetitive tasks and centralizing information, it empowers your sales team to create professional, accurate quotes quickly and efficiently. The benefits are clear:

Increased efficiency: Streamlined workflows and pre-built sales proposal templates allow reps to generate quotes in minutes, freeing up valuable time for selling.

Improved accuracy: Quote pricing and product configuration tools ensure consistency and eliminate errors by automating calculations and data entry.

Faster response times: Get quotes to customers faster, keeping them engaged and shortening the sales cycle.

Enhanced collaboration: Real-time visibility into quote progress fosters teamwork and better communication between sales reps and other departments.

Data-driven decisions: Generate valuable insights into quote performance to identify trends and optimize your sales strategy.

But we’re just getting started, because the key thing in driving revenue is customer relationships, and that’s all about the customer experience. Give them a rewarding, clear-cut experience, and you’ll have a customer for life.

A customer experience fueled by quote management tools

It’s not just about sales efficiency. Quote management software also improves the customer experience.

With features like templates that create visually appealing and branded quotes, self-service options that empower customers to generate their own quotes online, and e-signatures, you can showcase your professionalism and commitment to a smooth buying experience.

A win for your customers and an even bigger win for your business.

You’re not alone… and neither is your quoting solution

With a variety of quote management software options available, choosing the right one for your business is crucial. While some quoting solutions (like iQuoteXpress) can be used standalone, most are used in conjunction with a CRM system (ALSO like iQuoteXpress).

Look for features that integrate seamlessly with your existing CRM and other business systems. CRM data on customer history and product interest can feed right into your quotes, ensuring more personalized proposals: great for the customer experience. This streamlines workflows, eliminates errors, and speeds up deal cycles: great for revenue.

Quote management tools like iQuoteXpress are the not-so-secret weapon in your sales arsenal. They help speed workflows, improve the customer experience, and drive more revenue. Want to find out more? We’re here for you.

Quoting services: Best practices, better proposals

In the dynamic world of service-based industries, crafting a compelling sales proposal is often the tipping point between securing a lucrative deal and losing a potential client to competitors. 

Whether you're pitching consulting services, software solutions, or creative skills, mastering the art of the sales proposal is essential. Here are some best practices to elevate your proposals and win over clients.

1. Understand Your Client's Needs: Before diving into the proposal, take the time to thoroughly understand your client's pain points, objectives, and expectations. Conduct research, ask probing questions, and actively listen to their concerns. Quote your services in a way that addresses their specific needs rather than being all about yourself.
   

2. Focus on Benefits, Not Features: While it's crucial to outline the features of your service, emphasizing the benefits it will bring to the client is what truly resonates. Clearly articulate how your solution will solve their problems, improve efficiency, increase revenue, or reduce costs. Use real-world examples and case studies to illustrate the potential impact.
   

3. Customize Your Quote: Start with a professionally designed sales proposal template, but don’t stop there. Customize every quote to reflect the unique requirements of the client. Personalize the introduction by addressing the client by name and referencing previous discussions. Tailor the content to align with their industry, challenges, and goals.
   

4. Provide Clear Deliverables and Timelines: Outline the scope of work in detail, including specific deliverables, milestones, and deadlines. Break down the project into manageable stages to give the client a clear understanding of what to expect. Be realistic with timelines and factor in potential delays or unforeseen challenges.
   

5. Transparent Pricing Structure: Be upfront about pricing to establish trust and avoid any surprises later on. Leverage tools like configure price quote (CPQ) software and its built-in product and pricing configurator to easily present a transparent pricing structure that clearly outlines the cost of your services, any optional add-ons, and payment terms. Consider offering different pricing tiers to cater to different budgets and requirements.
   

6. Demonstrate Expertise and Authority: Showcase your expertise and credentials to instill confidence in your ability to deliver results. Highlight relevant experience, certifications, awards, or client testimonials that validate your skills and credibility. Position yourself as a trusted advisor who understands the industry landscape and can provide valuable insights.
   

7. Anticipate and Address Objections: Proactively address potential objections or concerns that the client may have. Acknowledge any perceived risks or challenges and offer solutions or mitigating strategies. By demonstrating foresight and preparedness, you build trust and credibility with the client.
   

8. Emphasize ROI: Articulate the tangible benefits and ROI that the client can expect from investing in your services. Whether it's increased productivity, cost savings, or revenue growth, quantify the potential return to justify the investment. Use metrics and projections to illustrate the value proposition clearly.
   

9. Follow Up Promptly: After submitting the proposal, follow up promptly to answer any questions, address concerns, or discuss potential modifications. (Your CPQ solution should have sales quote tracking tools that help keep you and your team on-point.) Express enthusiasm for the opportunity and reinforce your commitment to delivering value. A proactive approach demonstrates professionalism and keeps the momentum going.

Mastering the art of crafting a persuasive sales proposal is essential for service-based businesses looking to win over clients and secure profitable contracts. By understanding the client's needs, focusing on benefits, customizing the proposal, and demonstrating expertise, you can create compelling proposals that stand out from the competition. Incorporating these best practices will increase your chances of success and pave the way for long-term client relationships.

Ring the bell — often and loudly — with quotation tools for sales pros

Not sure if every sales organization has a literal bell, but more than a few of the ones we have seen and worked in have. And when the bell was rung it meant (booya!) someone had closed a sale. Sometimes, it’d ring a couple of times a week, others a couple of times a day. But with quotation tools in widespread use across a sales department, that bell gets rung far more often and more loudly. And here’s why. 

It’s all about being properly armed. Sales pros need to equip themselves with “weaponry” that enhances efficiency and effectiveness. Sales quotation tools like configure, price, quote (CPQ) software have emerged as game-changers in the arena, enabling reps to streamline complex sales processes, deliver personalized solutions, and ultimately, close deals faster via an approach that is both rapid-fire and more targeted. It’s about streamlining, personalizing, and collaborating.

Streamlining

A typical challenge for sales pros is navigating complex sales processes involving diverse product configurations, pricing options, and other (typically, client-driven) intricacies.

Quotation tools simplify these complexities by automating product pricing and configuration and other tasks, enabling reps to respond swiftly to customer inquiries, and more quickly deliver more accurate proposals.

According to research by the Aberdeen Group, companies utilizing CPQ software experience a 49% shorter sales cycle, allowing sales professionals to focus more on building customer relationships and closing deals rather than getting bogged down in administrative tasks.

Personalizing

Simply put, you need to make your customers feel special, unique, one-of-a-kind. The market is hyper-competitive, making personalization, which used to be optional, foundational. 

The good news is that sales quoting tools — by automating most every other part of the process — free you up to truly personalize every proposal you send. Most sales proposal templates let you add the prospect’s logo, put in some competitive intel, present market details, and more.

But it’s when it comes to each customer's unique requirements that CPQ really hits its stride. By leveraging data-driven insights and intelligent algorithms, the software recommends the most relevant products, pricing options, and configurations based on customer preferences and past buying behavior.

Research by Salesforce indicates that 72% of business buyers expect vendors to personalize. Quotation tools enable sales professionals to meet this expectation more quickly and more completely than ever, enhancing both customer satisfaction and loyalty.

Collaborating

Effective collaboration between sales, marketing, and ops teams is essential for driving seamless sales processes and maximizing revenue opportunities. CPQ tools facilitate collaboration by providing a centralized platform where teams can collaborate in real-time, share product information, and track sales activities.

Moreover, CPQ software offers advanced sales analytics capabilities, providing sales leaders with valuable insights into customer preferences, pricing trends, and sales performance. 

Don’t take our word for it. Even 10 years ago, McKinsey highlighted that companies leveraging advanced analytics basically crush their peers. By harnessing the power of data and analytics, sales professionals can make informed decisions, identify upsell and cross-sell opportunities, and optimize pricing strategies to maximize profitability.

It looks like the numbers are in. Leading researchers have determined sales quotation tools are indispensable for pros looking to stay ahead of the competition. By streamlining complex sales processes, enabling personalized engagement, and fostering collaboration, CPQ empowers reps in any industry to elevate performance and ring that bell a whole lot more.

Salesforce quote tools: You have a choice!

Looking for an alternative CPQ (configure, price, quote) for Salesforce? A better quote tool? We can help.

Because just like when you buy a car or a home or even a fast food lunch, you are not required to simply buy it as is, take what’s built-in or already included. You can customize your car, your home, your lunch, and your enterprise-level CRM system in most any way you want.

What drives someone to look for a different CPQ for Salesforce? Can be anything from a simple personal preference to a pressing business strategy. But one big reason we have heard from more than a few clients who have “made the switch” is often price.

In other cases, it’s the complexity of the Salesforce quoting tool, which can require extensive training to simply use on a day-to-day basis let alone modify as business needs change. (Anyone who has ever tried to upload new product and pricing configurations can likely share a horror story or two.)

While we’re confident we beat Salesforce on price, it’s here — product and pricing configuration — where we believe iQuoteXpress (IQX, the only CPQ solution designed by salespeople for salespeople) has a technological advantage. And it comes down to one simple thing: artificial intelligence.

But (as they say) wait, there’s more: clients who have switched to IQX from Salesforce’s native CPQ (as well as from HubSpot’s and Dynamics’) have also benefited from our ability to provide truly personalized support, from setting up the system to daily use to integrations, our team does the heavy lifting for our clients.

AI, support, and price: three great reasons to find a different Salesforce quoting tool.

Leveraging AI in configurations

As mentioned, one of the more cumbersome tasks for any regular CPQ user is uploading or modifying product and pricing configurations. For many organizations, this is when the sales department often hands the reins to the IT department.

But recently, IQX has added AI features to its already easy-to-use (drag and drop!) product and pricing configurator, enabling users to nearly automate every step in the process.

Instead of manually uploading from a spreadsheet or inputting by hand, AI helps immediately populate the solution with winning configurations, helping you and your team always put your best forward, and also ensuring you’re not over promising/under delivering to customers (e.g., by inserting a product into a quote that may be out of stock).

Personalized support

Whether it’s customizing your CPQ implementation, uploading your initial configurations (a HUGE step other CPQ vendors ask clients to handle), troubleshooting, or training, users of sales quoting systems often need help, and should get as much as they want.

At IQX, we’re honored to make personalized support part of every deployment and client relationship. Our team (and we’re talking about human beings, not bots) is there to offer guidance on best practices, customization assistance, performance optimization, and more. Got a question? Ask an expert.

Salesforce CPQ pricing: Easy to beat

This is a no-brainer. As of this writing, Salesforce CPQ licenses go for as much as $150 per user per month. OUCH. And that’s without the kind of tools and support we just dug into.

At iQuoteXpress, we’re pleased to offer one of the best values in CPQ (click here to learn about CPQ pricing). But value is more than a number. With our recently optimized user interface, addition of AI, sales quote tracking tools, support team, and eCommerce version (learn more here), we offer customers value in how they work, and not just in what they work with.

Looking for an alternative to Salesforce quote tools? You found it in IQX.

Quoting tools for service businesses: a competitive edge

As anyone in the service business can tell you, success boils down to one key metric: customer satisfaction. Typically, satisfaction is measured at the end of a client engagement, but where does it begin?

In our years supporting service-based businesses we have learned that customer satisfaction often starts before a person is even a customer, during the sales cycle, which is where automated quoting tools (like IQX) make a huge difference, helping you create an engaging customer experience starting with the very first RFP response.

When you leverage central features of quoting software such as a product and pricing configuration engine, a robust collection of professional and industry-specific proposal templates, and tracking tools to help ensure every follow-up action, getting off on the right foot with customers is a much easier undertaking.

Following are some of the basic benefits enjoyed by service companies when they leverage quoting tools like IQX. 

Simplifying complex offerings: Service-based businesses often provide a wide range of services with various configurations and pricing options. A configure, price, quote solution (CPQ: another name for quoting software) helps manage this complexity by enabling businesses to create customizable quotes tailored to each client's specific needs.

Enabling dynamic pricing: Services frequently involve dynamic pricing structures based on factors such as project scope, duration, and resource requirements. Quoting tools make it easier for reps by offering dynamic pricing models that take these variables into account.

Creating an iterative quoting process: Service proposals often undergo multiple revisions and iterations as clients provide feedback or adjust project requirements. Providing reps with drag-and-drop pricing and product configurations, for example, is one way CPQ tools make it easier for reps to iterate on quotes, enabling them to quickly incorporate changes and keep clients informed throughout the process. Not only does this speed the process on your end, but customers benefit from both reduced turnaround times as well as the responsiveness and flexibility of your team.

Integrating delivery processes: In the service industry, sales quotes typically delineate project delivery and resource allocation. Fortunately, CPQ tools integrate seamlessly with other business systems such as project management software, resource planning tools, and CRM systems, ensuring a smooth transition from quote to delivery. This integration enables real-time visibility into project status, resource availability, and financial metrics, empowering businesses to make informed decisions and optimize project outcomes. Additionally, it facilitates easier upsells and upgrades.

Smoothing compliance: Service contracts often involve complex legal and regulatory requirements that, ideally, are incorporated into quotes and proposals. Your sales quoting solution can help ensure compliance through proposal templates with predefined contract clauses “baked in” that help clients more easily meet industry standards and regulatory guidelines.

Scalability: Service businesses often experience fluctuations in demand, which means scaling challenges. But your CPQ partner should be able to provide month-to-month licensing that enables scalability (if yours doesn’t, call us!) to accommodate growing volumes of clients and amount of services per client. Whether it's adding new service offerings, expanding into new markets, or onboarding additional sales teams, your quoting service should provide the flexibility and scalability to support business growth without sacrificing efficiency or accuracy.

More–and more actionable–data: Finally, quoting software can give you new and real-time insights into the efficacy of your sales teams and methodologies. By analyzing quoting trends, win/loss ratios, pricing effectiveness, and customer preferences during the closing process, you can identify opportunities for improvement and refine sales strategies. This data-driven approach enables service providers to continuously optimize their offerings, pricing strategies, and quoting processes to maximize profitability and competitiveness.

For service-based businesses perhaps above all others, it’s about the customer experience (because the experience IS the deliverable). And a rewarding, engaging customer experience begins with that very first RFP response, which is made easier with quoting tools like IQX.