These are unprecedented times and there is no denying it. Consumer spending across the globe has been erratic in almost all industries during the COVID-19 pandemic. While most have seen a sharp dip, a few industries dealing with essential product manufacturing and distribution have also seen a sharp rise in sales. Though such businesses face polar opposite situations what is common to all businesses is that sales have been impacted; either with an unprecedented rise in demand or sharp decline. Whatever be the situation we understand that no business can afford to take sales lightly and they need to focus on making the sales cycle shorter, error-free, and more efficient. Especially now in the COVID and post COVID era when buying patterns are changing drastically as consumers and businesses make a conscious effort towards mindful purchasing to limit the waste of resources thus impacting B2B and B2C Sales.

CRM Tools always play a crucial role in optimizing sales and now is not an exception. “Salesforce is one of the most widely used CRM tools in the world. It dominated the worldwide CRM market with a 19.5% market share in 2018, over double its nearest rival, SAP, at 8.3% share.” These numbers have only grown in 2019, proving that Salesforce unquestionably dominates the CRM software market. In this upcoming webinar, our CRM thought leaders will be talking about how businesses can leverage Salesforce CPQ to meet sales opportunities efficiently during this pandemic. They will broadly cover the following topics:

As buying patterns are changing businesses see an acute need to add promotions through smart pricing in order to trigger a deal. Since businesses already have a predefined/configured selling model incorporating promotions into it could be tedious. However, with Salesforce CPQ they can deploy a plug and play solution which offers various pre-approved promotions through different models to agents empowering them to make the right decisions quickly and increase sales volume.

This is especially beneficial for businesses offering Software-as-a-Service (SaaS) which is fundamentally a subscription business with a mix of recurring software revenue and one-time implementation services. In SaaS businesses as sales dip during these times it has become extremely important to know what the run rate of sales is to accurately predict ROI. With some SaaS specific customizations, Salesforce CPQ helps in forecasting and managing subscription revenue metrics such as ACV, TCV, ARR, and MRR thereby giving businesses an accurate ROI calculation.

Many businesses have a complex approval process for sales quotes. In current times salespeople do not want to lose any opportunity that they have to sell owing to a complex approval process. With Salesforce CPQ smart approval process agents can cut approval time by more than half by jumping pre-approved stages. For instance, if there are 5 stages of which the process is rejected at step 3, the agent will not have to repeat steps 1 & 2 when they submit a quote for reapproval. This can help businesses close sales deals very quickly.