Salesforce cpq: key features you shouldn't miss

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In a previous article , we showed you Salesforce CPQ and its main benefits. You already know that it is a tool specialized in the sales process of highly complex products or services and that it does so in a fast, precise and personalized way. It achieves this through the transversal use of Artificial Intelligence (AI), which concentrates the crucial phases of the sales cycle in an automated platform, taking it to a qualitatively higher level.

Salesforce customers who use this tool increase their sales productivity by 25%, reduce their errors by 38%, increase the speed of generating quotes by 33% and increase their upselling by 19%. The data speaks for itself.

Quotation automation is based on a set of pre-programmed rules that include: pricing rules and discounts, customizations, particular product characteristics and their minimum and maximum quantities, and even incompatibilities.

Key Features of Salesforce CPQ
The name of this Salesforce solution itself tells us about three of its main features: Configure, Price, Quote. Let's look at these features in more detail.

Configure products

This tool allows you to configure different types of cameroon whatsapp lead products and services based on their characteristics, whether they are product packages or multidimensional quote products. The latter allows you to configure order lines by time components, establishing independent quantities and discounts. In addition, the process is optimized using product rules, which avoids including incompatible products in the quotes. These rules also help facilitate cross-selling and upselling proposals.

Setting up products in Salesforce CPQ
Pricing Configuration. Source:Salesforce.
Setting prices

Salesforce CPQ has several price books that correspond to different business scenarios. The platform predetermines the appropriate book for each case, including advanced options to optimize pricing in different contexts. For example: block pricing, volume discounts, pre-agreed prices with specific customers, etc. In this way, it is possible to obtain an accurate and appropriate price, while optimizing this entire process.

Setting Prices in Salesforce CPQ
Price and discount management. Source:Trailhead.
Generate quotes

Salesforce CPQ enables the automated, real-time creation of high-quality documentation, both in form and content, that is tailored to the company. The sales team predefines the elements to be reflected in the document, such as terms, conditions, sections, among others, from the quotation models and templates that this document generator brings with it. In addition, the documents are adapted in their structure, uniformity, and presentation to the brand identity; which promotes an image of strength and consistency for your company.

Salesforce CPQ - Quotes
Generation of quotes. Source:Trailhead.
Other Salesforce CPQ Features
The most advertised features (Configure, Price and Quote) are not the only ones that this tool has. Others are also very useful and attractive.

Guided selling

Guided selling allows sales reps to determine the best products to sell to their customers. They are proactively guided through a sequence of questions that appear in the configuration of each order. The reps navigate through a wide catalog of products and their requirements, ranging from quantities to specific customer needs. This helps them choose according to the right criteria and quickly and accurately determine the best products to offer, as well as streamlining the process of configuring quotes.

Guided Selling in Salesforce CPQ
Guided sales. Source:Salesforce.
Product Bundles and Product Rules

The sales team can create four types of packages (Static, Configurable, Dynamic and Nested) that include customizable groups of products that are sold together to fully meet customer expectations. Using product rules, options can be added, removed or hidden from a package. This prevents potential incompatibilities during quoting and prevents customers from ordering against regulations.