Salesforce Commerce Cloud: Delivering Results with Predictive Intelligence

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Five Features to Elevate the Performance Of Your
Salesforce CPQ Instance Utility
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Why Use CPQ Software
The positive pay-offs of using a CPQ billing
system include an increase in average deal size
by 105, proposal volume by 49, quote
achievement frequency by 26, lead conversion
rate by 17, and sales cycle completion speed by
28. Overall, this translates to the improved
productivity of sales representatives by 33.
Empowering Your Sales Force Its Not Just
Automation, Its Personal, a study by
Accenture, has shown that 83 of companies
already have some kind of CPQ implementation to
accomplish operational outcomes in business with
the aim of increasing customer retention and
growing revenue. However, just because the sales
reps use an application does not guarantee that
they are using it to its highest capacity. Unless
you utilize all the features of your CPQ
platform that pertain to your operations, you
are wasting its potential.
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Salesforce CPQ
Salesforce CPQ and billing is a product that
comes with the Sales Cloud. Its aim is to
improve the speed and accuracy of making quotes,
proposals, and contracts, tailoring them to the
specific instance at hand, and giving them a
branded appearance. Subscription billing is one
of the major Salesforce CPQ components that has
been made highly advanced and intelligent
keeping in the needs of most B2B companies.
Moreover, with the help of Einstein, the AI arm
of B2B commerce in Salesforce, apps and APIs on
AppExchange, and the Salesforce CPQ developer
guide, you can further elevate your Salesforce
CPQ implementation and make your work easier and
better. Using Salesforce CPQ billing, you can
give your sales operations that extra edge to
help automate tasks, attain key business
outcomes, and increase revenue growth.
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Key Elements of Salesforce CPQ to Optimize your
Instance Utility
Most of the Salesforce CPQ features are designed
to help sales representatives make the most of
their opportunity to close a sales deal. But,
every CPQ and billing software application has
some unique features that make it stand out
among others. Five such elements in the
Salesforce CPQ solutions are discussed below.
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1) Price And Quote
When your company sells a large number of
products and services, it is natural for them to
be dependent on each other when sold. Salesforce
CPQ allows you to define such rules only once in
the beginning and apply them universally
throughout your business, without implementing
them manually each time you discuss a sales
deal. If you want to use advanced rules like
volume discounts, pre-negotiated contract
pricing, per cent-of-total subscriptions, or
channel and partner pricing, Salesforce CPQ will
assist you in the background. Moreover, when a
quote is generated and successfully passed,
Salesforce automatically updates the system to
include the new sale in the workflow and provides
complete visibility and timely updates of the
pipeline so that you never miss a deadline.
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2) Orders And Renewals

• Return business is the biggest source of revenue
  for most B2B businesses. Therefore, contract
  renewals form a significant part of the sales
  process in these companies.
• However, without a well-equipped CPQ software
  application, sales reps may fumble and make
  mistakes in the renewal process, resulting in
  the loss of valuable clients.
• Salesforce CPQ and billing takes the manual
  processing and
• guesswork out of the picture with automated
  renewal quote generations.

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3) Product Configurator
4) Guided Selling
With Guided Selling, your sales reps can easily
modulate the sales process in a manner that
suits your customer the best. Your customers
will be able to see the products that serve
their needs, get the discounts that best suit
their case, and receive the deal that will best
address their pain points. But that is not all.
The B2B sales process is a long one. The client
may decide to change their order at any time,
the sales rep may suggest a better deal to the
customer, a new product or discount may come
into the picture and all of this can happen
after a quote has already been created.
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5) Proposals and Contracts
Besides quotes, you also have to handle proposals
and contracts. As a B2B company, these must bear
the hallmark of your brand. Salesforce CPQ
allows you to customize and format the templates
of your proposals and contracts to meet the
branding standards of your company. Also, you can
produce either a PDF or MS Word version of it as
well as integrate it with the digital signature
app of your choice. Forget your legacy system
and update to the latest and best through
Salesforce CPQ migration. With the help of
Salesforce CPQ implementation best practices,
you will be able to optimize your sales process
for maximum impact.
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