Efficient sales processes through the interaction of CRM & CPQ
Do you create complex and varied products and want to inspire your customers with your offers?
This is possible – through the interaction of CRM and CPQ.
What benefits do CRM and CPQ offer?
In the best case, the CRM maps the entire customer journey, i.e. all processes from initial contact to after-service. All data generated along the customer’s journey is maintained directly with the contact person, so that a 360° view of the customer can be called up at any time. This ensures a perfect overview of the entire sales process.
As a rule, new contacts are generated in marketing and nurtured with content and in some cases qualified. At a certain scoring point, the Marketing Qualified Lead is handed over to sales so that they can be further qualified until an opportunity arises.
At this point, the lead is already created in the CRM with all known information in the CRM. As soon as the first quotation has to be created, a CPQ (Configure, Price, Quote) is used for products with a wide range of variants.
The advantages are obvious. Quotes can be created quickly and easily without having to dig through several Excel spreadsheets. Thus, the customer and his individual requirements are in the foreground. The hit rate can be increased by up to 30% with the use of a CPQ system.
The power of an integrated approach to CRM & CPQ
When CRM and CPQ work hand in hand, the strengths of the two systems can be used synergistically. The associated efficient processes shorten the sales cycle, because there are cross-system workflows and there is no duplicate data storage. This makes working very pleasant for all users and ensures a user experience that inspires. In addition, a customer-oriented offer can be made to each customer, because all relevant data from the CRM can be taken into account on a basis. Last but not least, the CPQ quotation data can also be evaluated and documented in the CRM.
All of these strengths clearly speak in favor of CRM & CPQ integration, right?
What can a successful integration of CRM and CPQ look like?
In the webinar “Efficient sales processes through the interaction of CRM & CPQ” Ferhan Renner and I use a use case to show how the synergetic use of CRM and CPQ is possible. Download the webinar recording for free now!
If you have any questions, please feel free to contact me directly. I look forward to hearing from you.
About the author
Dominik Lutz has been working in sales for many years and supports companies from a wide range of industries in optimizing their processes and implementing a consistent customer journey. In doing so, he focuses primarily on sales and service processes.