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How To Avoid the Most Costly Mistakes When Creating Proposals and Quotes

By Darren Starr
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In the world of sales today, your Configure, Price, Quote (CPQ) process is like your calling card. With its ability to produce accurate and highly configured quotes, it’s the first real impression of what it would look like for your potential client to do business with you, and in a competitive, fast-moving world, nothing can be left to chance.

Having a timely, accurate, and well thought-out quote can mean big success for your company. Conversely, mistakes can mean lost business, time, and money on your end. Making sure that these CPQs are created quickly and accurately with Salesforce CPQ will help you to avoid costly mistakes and to get your proposals accepted faster.

Take a look at a few ways to avoid mistakes that could cost you time and money.

Keep things moving

Advances in technology mean that business today is moving at a breakneck pace. If your CPQ process moves too slowly, you could lose the sale just because one of your competitors is able to provide a quote for you! Automation in CPQ creation is key. This keeps you from having to manually draw up a quote and make countless micro-revisions to get it just right.

Instead, using an automated software solution like the Salesforce CPQ will give you an accurate, speedy process to put you one step ahead of the competition, leaving nothing to chance. Your customer wants to know they can trust you to get things done when they need them. Don’t miss a fantastic new business opportunity because your quote process is too slow!

Be sure to include all personalizations the first time

No one likes surprises when they come in the form of hidden costs. You may only get one chance to make a proposal with a new company, and if you leave an important client requirement off your quote, you will then have to explain to them why their cost is going to go up, which could cost you further business down the line.

Avoid the awkward conversation of an added expense (not to mention the potential loss of a sale) by using automation to help make sure you get everything right the first time. With Salesforce CPQ, it’s easy to implement personalizations to meet specific client needs accurately and consistently.

Consistent pricing means a unified front

Nothing is worse or more unprofessional in the eyes of a potential customer than inconsistency and lack of organization or communication. With the manual process, a team of sales reps making constant adaptations and revisions could mean that pricing information is not always the same, or not always accurate.

Using pricing engine software keeps this from happening because everyone is working with the same set of data. Create a quote as professional as your team to show your potential client how efficient and well-organized you really are. This unified front will make all the difference!

Know your customer

Knowing your customer extremely well and anticipating their buying needs will let them know your team is the most qualified for the job, and it will also prevent surprise costs down the line that you will either have to explain to the customer or absorb yourself.

Creating a proposal that is specific to their exact needs, which is easy to create and customize with Salesforce CPQ, will demonstrate your attention to detail. Knowing your customer’s buying behaviors, whether they prefer individual or bundled services, and keeping prices competitive, and including this in your quote will help you lock in the deal and be a positive start to your working relationship.

Want to implement Salesforce CPQ? Contact us at StarrData to get started today!

Posted in Sales Tips, Salesforce Best Practices, Salesforce CPQ

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