Timeliness is the name of the game in today’s dynamic sales environment. Businesses are battling rising competition, expanding product catalogs, and growing customer expectations. Amid these complexities, sales teams face a universal truth: speed matters. The first quote to hit the client’s inbox often wins the deal.
This blog explores the importance of high-speed quoting and demonstrates how equipping your team with the right tools and strategies, such as PROS Smart CPQ, can become the differentiating factor.
Why Speed and Efficiency in Quoting Matters
Time kills deals. Every sales leader knows this frustrating reality. Customers, like all of us, expect instant gratification. A delayed quote may signal inefficiency, give competitors an edge, or derail buyer confidence altogether.
Consider the words of Ravi Tharakaraman, Engagement Manager and Technology Expert at LTIMindtree, a large multinational technology consulting company: “If you’re not the first one iterating through your configuration and pricing, you’re probably losing the deal.”
Speed isn’t just about being quick; it’s about being quick and accurate. A fast, well-tailored quote not only captivates customer interest but also builds trust by demonstrating competency and preparedness.
Here’s why speed and efficiency are essential in quoting:
- Improved deal success rates. The faster you respond, the less time your competitors have to sway the buyer.
- Enhanced customer experience. Streamlined quoting reduces friction, creating a positive buying experience.
- Reduced administrative burden. Efficient quoting tools minimize manual processes, empowering sales reps to focus on selling and relationship building.
For sales teams bogged down by clunky systems or manual processes, slow quoting isn’t just inconvenient—it’s costly. Switching to a scalable and automated quoting solution is no longer an option, but a necessity.
Meeting Scalability and Complexity Needs
Modern sales organizations aren’t defined by simplicity. They’re dealing with massive product catalogs, endless configurations, diverse customer needs, and global markets. The challenge? Quoting consistently, accurately, and quickly as these complexities grow.
Alastair Wynn, Business Transformation Director from Softcat, leading IT infrastructure provider in the UK, elaborates, saying, “we’re an organization with around 2,000 salespeople and a product catalog of almost 5 million products. We expect this to grow as we expand into new regions.”
Businesses striving to scale must address several hurdles:
- Globalization demands. Multi-language and multi-currency support are essential for scaling across regions.
- Large product catalogs. Product catalogs spanning thousands or millions of items require systems that can handle vast datasets without compromising efficiency.
- Product and service integration. Non-traditional configurations, like service contracts over installed bases, add another layer of complexity.
Yara, a global fertilizer company, faced this challenge head-on. While their sales reps were focused on fieldwork, they needed a quoting system that allowed them to process orders quickly and accurately. According to Jochem Kolthof, Quote to Order Manager, “our competitors are always ready to react. If a customer has to wait, they either lose interest or the weather changes, and the opportunity disappears.” For Yara, balancing speed and accuracy is key to success.
Choosing the Right Implementation Partner
Implementing the right configure, price, quote (CPQ) solution requires an experienced partner. Scalability, speed, and efficiency depend on how well the solution integrates with existing systems and supports business operations.
Implementation partners bring invaluable expertise to simplify processes and optimize performance. Jochem Kolthof highlights the importance of this collaboration, stating, “we couldn’t have done it on our own. Having a partner who understands both the technology and our processes was crucial to our success.”
When selecting a CPQ partner, consider their ability to:
- Align technology with your business goals.
- Provide guidance on data and process architecture.
- Leverage their experience to accelerate implementation timelines.
Best Practices to Increase Adoption
Even the most robust CPQ tools are only as effective as their adoption rates. Without active user engagement, tools can become expensive shelfware.
Here are best practices for driving adoption, based on insights from Ravi Tharakaraman and other experts:
- Start small, scale fast. Treat CPQ implementation like a product rollout. Test it with a small group, refine based on feedback, and expand rapidly.
- Engage end-users early. Get sales reps involved during the design phase. When they interact with the tool before launch, they become its champions.
- Create iterative feedback loops. Continuously collect user feedback to improve functionality and user experience.
- Implement comprehensive training. Provide workshops, user manuals, and hands-on sessions to build confidence in the tool.
By embedding CPQ into daily workflows and making it intuitive, adoption becomes seamless.
Why PROS Smart CPQ?
When it comes to CPQ solutions, not all tools are created equal. PROS stands out by combining cutting-edge features with seamless usability, empowering businesses to quote faster and smarter.
Key differentiators of PROS Smart CPQ include:
- Pricing and CPQ in one platform. This unique integration removes the need for multiple vendors and ensures consistent accuracy through connected workflows and a common data source.
- Proven scalability. Designed to handle massive product catalogs, complex configurations, and global sales operations effortlessly, PROS Smart CPQ is equipped to scale with your business.
- Microsoft CRM integration. A robust partnership with Microsoft ensures a seamless user experience within popular sales ecosystems like Dynamics 365.
- Automation and AI-driven insights. From guided selling to personalized pricing, PROS capabilities enhance decision-making and performance.
For Alastair Wynn, the choice was clear. “The combination of pricing and CPQ in one platform was the big differentiator for us. It’s proven, mature, and integrates seamlessly with Microsoft.”
Transform Your Sales Process Today
The sales landscape is evolving. Speed and accuracy in quoting are no longer luxuries; they’re the competitive edge your business needs to stay ahead.
Modern CPQ solutions like PROS Smart CPQ are the catalyst for this transformation. Whether you’re battling growing complexities, expanding across regions, or struggling with manual quoting inefficiencies, PROS empowers your team with the tools to succeed.
Are you ready to become the first to respond and win the buyer? Sign up for a free consultation with PROS today and take the first step toward revolutionizing your quoting process.
