Salesforce typically promote their products year on year as new updates are introduced.
This year Salesforce CPQ has boomed and will likely to continue to grow and be adopted by organisations bearing in mind the current business ecosystem demand with the need to streamline B2B sales.
Salesforce’s Configure, Price, Quote (CPQ) software essentially streamlines B2B sales by making it easy to model deal proposals to quickly provide leads with accurate quotes.
The platform’s visual component is what makes the whole process run even smoother - called the “CPQ visualization software.”
It is a 3D and augmented reality configurator built into the CPQ tool which is very powerful in eliminating common friction and hesitation points to improve the customer experience and drive more sales.
Even better, visual CPQ is remote-friendly, which means sellers can close deals with confidence even when they don’t have access to the physical products.
So, how should we all being using Salesforce CPQ to enhance B2B selling:
1. High-Quality Visualizations is key to building buyer trust.
CPQ visualizations are fast, accurate, and can render highly configurable, dynamic products. It is extremely valuable to industries who hold those “big ticket items” such as those within the medical field where their products are typically large and complex - with the CPQ configurator these businesses can show their prospective buyers a 3D visual solution in real time with elements including options, features and other inputs.
Such high quality visuals thus boost trust and confidence with the buyer immediately and in turn also boost sales conversions.
2. CPQ Visuals Streamline the Sales Pipeline
When salespeople have visual CPQ capabilities this then has a positive domino effect for the teams in sales, engineering, and product who can then also streamline their own operational processes.
This translates into the following sales tunnel:
Sales reps gain autonomy within buyer conversations because they do not have to rely on product and engineering teams to produce each visual configuration.
Sales, product, and engineering strengthen collaboration by decreasing back-and-forth between all teams during the beginning part of the sales process.
Product and engineering can spend more time innovating instead of putting together one-off configurations - and thus the business has a model that is scalable.
3. Innovate new ways with CPQ Visual on Salesforce to drive new sales.
Salesforce CPQ is closing the gap between the often disconnected and time-consuming B2B sales process with the ease of the world’s B2C online shopping. CPQ visual configurators thus close that gap even further by giving business buyers the same visual experience as they would get when they shop for themselves on the internet.
According to the Salesforce Survey this year, 80% of surveyed customers say that the experience a company provides is as important as its products or services. And B2B is no different: 82% of business buyers want the same experience as when they’re buying for themselves.
Satisfaction with the buying experience alone, however, can’t make up for an unsatisfactory product. Visual CPQ makes sure customers know exactly what they’re getting. The high level of visual detail in a CPQ configuration captures the quality of the physical product, which ensures there won’t be any surprises when it arrives.
Companies surely have learnt this for themselves that whilst we are living through a pandemic, the importance of the customer experience itself is just as important as the product because happy customers are more likely to become loyal and repeat customers.
Yet despite this, talent within Salesforce CPQ is a continuous challenge because it is a relatively niche market, and always will be, unless companies proactively headhunt for new people outside our usual ecosystems.
That's why at Savant Technology Recruitment we have partnered with CloudGaia.
A platinum Worldwide Salesforce partner - with more than 10 years of experience dedicated to building digital solutions on the Salesforce platform. Our partners team of cloud experts, developers and product support specialists has extensive experience working with Salesforce cloud platforms and APIs. They can provide professional service for all Salesforce.com products as well as Technical Architecture and Integration of Data and Systems.
Our strategic partnership allows our customers to find talent within specific areas and markets that business leaders typically do not know where to find top talent. This initiative alliance has helped large and SME firms to be connected to candidates that have been technically assessed to bring high level top talent in the ecosystem.
Through our partnership, professionals have been introduced to our partners who will put them forward for an interview.
To find out more about how our partners have supported our customers and in turn help you with your recruitment needs, please do not hesitate to contact us via technology@savantrecruiment.com or visit us at www.savantrecruitment.com
