The document discusses how Salesforce CPQ can help reduce churn rates, increase revenue, and allow companies to scale up. It outlines 5 key ways CPQ provides benefits: 1) It enhances sales performance by freeing up time spent on administrative tasks. 2) It reduces churn rates by maximizing face time with customers. 3) It fuels more profits by automating pricing and helping reps reach targets. 4) It avoids outdated pricing information. 5) It regains control over pricing and discounts by standardizing the sales process. Implementing CPQ can drive productivity and sales performance for organizations.

1. REDUCE CHURN,
INCREASEREVENUE,
ANDSCALE-UP
WITH CPQ
DOCMATION | 2020

2. Overview
Let us discuss how to reduce churn rate
and increase revenue streams and scale
up with CPQ:
The quote to cash software and strategies in the current
market is evolving swiftly with greater precision. This happens
in every aspect of the sales cycle, from product pricing to the
process of complex productconfigurations.
The Salesforce CPQ offers in-depth insights into the
customer’s needs and enables them to act smart. Such traits
allow winning the latest deals in the complex and competitive
selling space. CPQ implementation can drive peak sales
performance of theorganization.
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3. 1)Enhances Performance
To drive productivity in the new CPQ sales environment, business leaders can build a powerhouse
salesforce to establish a relationship with buyers. The truth is that most sellers only spend 30 per cent
of their time building relations with the customer selling the product. The remaining time is used in
administration tasks, searching for sales information in spreadsheets. They have to configure and check
the pricing of products manually. With CPQ, they could work smarter, respond faster, and delight
customers better. The CPQ platform will also enable the seller to provide customers with a more
authentic and a great experience. The focus of the current market has been shifted to helping
customers and fulfil their needs and solve their problems. Sales leaders are also reducing friction in
their workflow by using Salesforce CPQ solutions and eliminating manual processes. When you remove
the need to update spreadsheets and disconnected ERPand CRMsystems manually, then sales reps
will be able to deliver customized and accurate quotes in minutes.
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4. 2) Reducing
Churn Rate
Reliable CPQ software will also lead to a reduced churn
rate by maximizing face to face selling time. Modern CPQ
software offers mobility, machine intelligence, and newer
applications allowing sales representatives to create
tailored proposals and offers for the customer making use
of the right channels on the right devices. It also reduces
heavy lifting, allowing sales reps to focus more on sales
development andengagement.
To close deals faster, one needs to respond quickly,
supportively, and accurately to advance the interest of
the customer. With the help of the right Salesforce CPQ
Solutions, one can provide the power that your team
might need to perform better.
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5. 3) Fueling more
profits
Is there a figure of profit that you want to achieve? Well,
you are not alone, as every firm target to achieve
growing revenue each year. But not all of them have the
vision to achieve these targets. The quoting process for
most complex deals will require gathering data from
various channels and sources. It will increase the
chances of errors.
When you are eliminating pricing books with
spreadsheets, you can automate the process with CPQ
software. You will be able to drive higher win rates,
increasing customer retention and helping sales
representatives reach their targets.
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6. 4) Avoids Outdated Information
Transfer 60% of customers want to talk about pricing on their first call.
When the sales representative relies on an excel spreadsheet,
there are chances that they come up with an outdated pricing
structure. With CPQ software, this will make it easier for sales
reps to make the right product and the service through which
they will be able to close bigger deals with increased margins
and growing revenue.
The primary focus is to move more deals faster. With the help of
Salesforce CPQ implementation at the centre of your sales
process, you will be able to drive more profits and productivity.
Research conducted by the Aberdeen Group shows that users
who are using CPQ shorten their sales cycle by 13%.It will
reduce the average sales cycle from 4.68 months for non-CPQ
Users to 3.42 months of CPQ users. According to this study,
non-CPQ users had 7.1conversations per deal, but CPQ users
had 6.6 conversations in business transactions.
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7. There is pressure among sales representatives to meet new customer expectations
and higher quotas. To overcome this, they may change the price because of some
competitive offer. They can also sometimes issue discounts based on gut feeling.
Modern sellers do not leave profitability and productivity to chance. As leaders in
sales are excellent, they are taking every advantage of the CPQ platform to control
the sales practice and behaviours. CPQ is going to help sellers to take the right-
first-time approach and get desired business outcomes. Having this kind of
transparency is going to give sales representatives peace of mind. It will also
reduce exposure to financial penalties and claims if some product or service is
disputed. With an increase in demand and competitive factors, it becomes essential
to minimize the impact of uncertainty and making constant change is complicated.
CPQ software will make it very easy for you to drive the right sales behaviour by
maximizing risk and regaining control over important factors of the business.
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5) Regaining Control

8. Afinal thought
The Salesforce CPQ platform helps in gaining more insight by
collecting great amounts of data captured in the sales and marketing
departments. You will also be able to take the customer preferences
in the account, and it will become one of your selling strategies.
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9. Get in touch
with us
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