Every company wants an extra edge over its competitors. For that, they need a permanent customer base to settle and then multiply their growth. What would be the best way to achieve that? With the Salesforce CPQ quoting tool, customers have experienced exponential growth when it comes to their customer base.
So, how does Salesforce CPQ architecture help to improve the customer experiences of the companies? What are the ways in which Salesforce CPQ improves customer experience? We will unveil all the answers in this blog. But before that, let’s start with the basics of Salesforce CPQ.
What Is the Salesforce CPQ Quoting Tool?
Just imagine, you visit a shopping complex to buy a pair of shoes with certain customizations in your head. And the moment you reach the place you receive various options, satisfying the customizations, with complete price information already intact. Undoubtedly, the moment will enhance your experience and you will inbuild a trust factor in that particular store. Similarly, you have Salesforce CPQ when it comes to digital shopping of products and services.
CPQ stands for Configure, Price, and Quote in Salesforce! It is a cloud-based extension of Salesforce adding flexibility to improve the sales of the company. When a customer searches for a particular service or product, CPQ provides the related configurations with the quotation stating the exact price. However, we have other tools to generate the same result, as well. So, what makes the customer experience with Salesforce different? Let’s move to the answer!
Quote-to-Cash in Salesforce
Many sales, account management, order fulfillment, billing, and accounts receivable operations are included in the quote-to-cash (QTC) process in Salesforce. It takes into account the processes performed from the time your sales reps configure a quotation and crafts a proposal for a customer until the time money is collected for all the services provided.
Benefits of Using Salesforce CPQ Quoting Tool
The benefits of using the Salesforce CPQ Quoting tool to streamline business processes and enhance customer experience are huge. Let’s understand it from the given points.
It ensures that a business has a full perspective of the sales funnel.
- It helps in increasing the productivity of the sales team to provide the best quotes.
- It reduces pricing inaccuracies.
- Smarter quoting boosts revenue and productivity.
- Improves consumer satisfaction.
- Lowers operational expenses.
- Provide automated quotation tools and templates.
These are some of the major benefits of using the CPQ quoting tool. Read further to understand how it can help increase customer experience in the top 7 ways.
Top 7 Ways Salesforce CPQ Quoting Tool Increase Customers’ Experience
1. Quick Results
Rapid service always attracts customers, and this is where Salesforce CPQ pounds every inch. The extension tool reflects the configurations made by the customers without wasting any time. Therefore, resulting in swift quotations and pricing for the required customizations.
There can be a time when the quotations are a bit complex due to heavy configurations by the customer. However, in that particular case as well, Salesforce CPQ quoting tool does not fail to shine. The speed of the quote generations remains swift for every customer regardless of the configurations.
2. Maintains Accuracy
Now, what is the point of a quick response if there is no accuracy? Customers require an exact idea about the price of the products and services they are there for. Any alteration in the price can spoil their engagement with your service. As a result, you would not see the customer again considering your company.
On the other hand, Salesforce CPQ tool customers receive accuracy as a guarantee. The price results, quotations, and discounts will reflect the accurate picture of your service. Again, the configurations will have no role to play in the accuracy! Don’t worry, the cloud feature will allow you to maintain consistency from a single platform.
3. Extends Capability Of The Configurations
What if you do not find a particular configuration with the service provider? Well, you might end up purchasing the product but not before exploring others! In that case, you might find another service provider offering the same configuration. Exactly, that’s the importance of customized configurations.
Salesforce CPQ allows the customer to choose from innumerable configurations. In fact, artificial intelligence helps to elevate the Salesforce customer experience to another level. AI allows the backdrop information of the customer’s preferences and requirements. So, you can simply customize the configurations accordingly.
Tip: The Salesforce Revenue Cloud is used to calculate the overall revenue of the business. If you need any assistance in that, consult with the Ksolves experts.
4. Easy discount settings
When it comes to discounts, there are two ways of granting discounts. Either, it is a sale from your side and every customer is receiving the same discount, or the customer arrives with a request to avail of special discounts. In either scenario, you should quickly approve and present the discounted pricing to the customer.
Salesforce CPQ architecture allows customers receive a quick reflection of the discounted pricing with an accurate quotation. As we discussed earlier, the tool allows you to manage all the sales funnels from a single source. So, you will be in a strong position to approve or deny the special pricing request and reflect the same quickly to the customers.
5. Personalized experience
We have already gone through the exponential impacts of AI on Salesforce CPQ. Another factor related to AI is that you can customize the pricing according to different customers, as well. Salesforce CRM allows you to track the customers’ behavior, purchasing activity, and requirements. All the features will help you add customized discounts and offers to attract a particular customer.
You might receive numerous customers, but the particular customer who receives customized pricing will add to your loyal customer base. Therefore, all the toil won’t go in vain but create innumerable opportunities.
6. Cross-Sell And Upsell Opportunities
There is no doubt that Cross-sell and Upsell are huge opportunities for the service providers to multiply their business. However, both the practices are carried out based on the requirements of an individual customer. Therefore, customers feel special when they are offered the required service.
Customer experience with Salesforce CPQ will be a smooth ride when the tool will offer the requirements of the customers. You can simply design a service package for the customer and fulfill the requirements he is looking for.
Note: Many people use DocuSign for Salesforce to generate quotes. However, if you need to know more about it, feel free to connect with the Ksolves experts.
7. Omnichannel Strategies
Salesforce CPQ embraces multiple channels like field sales, indirect sales, direct sales, contact center sales, and IoT-generated sales. This way you can entertain the majority of the customers entering your digital world. Surely, a ‘cherry on the top’ moment to enhance the Salesforce CPQ customer experience.
Salesforce CPQ is not just a sales tool! In fact, it acts as a guide to channel the sales funnel and improve the conversion rate. The ways we have discussed in this write-up, portray that Salesforce CPQ customers have a lot in store to enhance their experience. So, make sure that the Salesforce CPQ extension is an active part of your Salesforce environment. How to do that? Well, contact Ksolves for start-to-end support with their Salesforce Consulting Services!
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Frequently Asked Question
1. What are some useful Salesforce CPQ features?
Salesforce CPQ quote tool has some of the best features such as configuring products, automating contracts and renewals, Obtaining Analytics Insights, availing of special offers, and managing the entire customer lifecycle.
2. What does the Salesforce CPQ tool allow you to do?
Salesforce CPQ tool helps to customize products, quantity discounts, apply price, and have approvals pre-programmed into the system. This allows the sales reps to win over customers’ trust and offer them the best service with an automated CPQ tool.
3. Is Salesforce CPQ worthwhile?
Salesforce CPQ is a flexible tool that can be integrated with CRM to automate various business processes. It helps a business to generate better sales productivity and closing rate. It has been seen that companies that use a CPQ tool on average see 17% higher lead conversion rates.
4. Is Salesforce CPQ easy?
Salesforce CPQ is a step-by-step process that is easy to learn and understand. A sales representative of a company can learn this tool easily while working on it on his own.