Table of Content
- Why is Unified CRM and Quoting Software Important?
- When quoting takes too long
- Avoiding outdated, inaccurate information about the sales funnel
- Grabbing Upsell Opportunities
- Preventing discount leakage and lack of visibility to sales & finance
- It’s Time to Remodel Your Business Process With Unified CRM Quoting Software!
Why is Unified CRM and Quoting Software Important?
Time management is a major challenge for sales teams. Data suggests that salespeople spend just one-third of their day talking to prospects. Where does the rest of their time go? As it turns out, data entry and generating quotes take up a lot of time.
Key Takeaways:
- Unified quoting and CRM platforms let reps work in one interface so tool switching and data fragmentation are reduced.
- When quotes live inside CRM, pipeline stages reflect real proposalprogress so forecasts become more trustworthy.
- Shared data across quoting and CRM prevents inconsistencies in customer details and billing information.
- Management can see which campaigns and activities lead to quotes and wins because all interactions are linked.
- Unified systems simplify onboarding because new reps learn one workflow for prospecting,quoting and closing.
Sales reps cannot afford to take out so much time for administrative tasks. In many businesses, people in the back end create quotes while the sales reps are on the go sourcing sales for their companies.
How will they coordinate seamlessly with each other without loss of customer information and quoting errors?
Modern stand-alone sales quoting tools have functionalities like reporting, proposal engagement, etc. to make it a complete package for businesses that deal with complex quotations.
However, a unified CRM quoting tool enhances the performance and efficiency of the quoting process.
Let us understand, how?
When quoting takes too long
B2B sales cycle is more complex than the B2C cycle with large sale orders, item groupings, etc. According to Gartner, the average B2B buying group can consist of 6 to 10 decision-makers, which makes the quoting process longer than usual. In a long quoting cycle, the quotation undergoes many changes.
Pro Tip:
Configure your unified platform with sales friendly views that surface deals needing quotes or approvals so reps know where to act next.
Avoiding outdated, inaccurate information about the sales funnel
A problem area is the new sales reps attached with old accounts do not have the access to the order history of the clients or their details and preferences. Multiple collaborators can cause a disconnect in information too.
In absence of the relevant information, if your estimates are off by even a few percentage points, it means a huge monetary difference where the volumes are involved. It is about making or losing both money and customers on a project.
The best eCommerce CRM Software can also link quotes to the sales forecast. In other words, whenever a new quote or revision is sent out, the sales funnel (revenue, margin, and resources) gets updated in real-time.
Grabbing Upsell Opportunities
Your sales reps are great at selling the product, but what about following up with customers to help them get more value from their purchase. According to Forbes, existing customers spend
31% more than new customers. That’s why you must not miss out on upselling opportunities for the current customer base.
A CRM software for eCommerce in integration with the quoting system manages your quotes, contracts, and customer information in one centralized system. It helps to further strengthen connections between different departments to help accelerate quote generation.
Preventing discount leakage and lack of visibility to sales & finance
Your team must understand the value of every quote. But sometimes a quote is created without an accurate understanding of what discount is available, resulting in price markups that don’t align with the actual value of the product or service being sold. If customers can negotiate a better deal elsewhere, then you’ve lost out on an opportunity to close a sale.
Solutions: The only way to get around this problem is by using a unified CRM quoting. The customizable opportunity management system allows for real-time visibility into pricing history across multiple sales reps so that everyone knows exactly where each customer stands about discounts and how much money each customer has saved through those discounts.
It’s Time to Remodel Your Business Process With Unified CRM Quoting Software!
VARStreet’s advanced CRM quoting software is designed to handle complex B2B quotation requirements. It eliminates all the challenges to help the sales team spend more time selling than entering data.
Some of the key highlights of VARStreet’s CRM quoting software are:
Quick Lead Capture Process
VARStreet’s cloud-based CRM quoting software ensures quick and easy lead capture. Simply enter an email address to create a quote right away.
Efficient Opportunity Management
Create new opportunities or edit existing ones easily. Convert a lead into an opportunity. Link multiple quotes to a single opportunity when creating a quote.
Expandable Opportunity Capture Module
You may define as many fields as you want to customize the opportunity capture form for your business.
Error Free Sales Pipeline And Transactions
Connect InstaQuote quotes to contacts and customers in the CRM quoting tool for an error-free sales pipeline and business transactions.
Complete Overview of Customer Preferences
You can view all of your customer’s information, including their preferred payment methods, favorite products, etc. when creating quotes.
VARStreet is more than just quoting. You will never want to go back to the dark once you gain complete visibility into your company’s business processes. Fill out this form to get a FREE demo.
