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targetsA new year has begun. All of the meters are reset. Your revenue target has been determined. Are you willing to take on a significantly higher target than for 2018? Using Guided Selling software will make this less tense.

Guided Selling SchemaAs you saw in our latest blogs, there are different challenges in the sales process. Each step leads to new questions. That’s why a sales rep should be guided through the sales process (Guided Selling). In this blog I would like to elaborate on the fourth step in the sales process: from quotation to order in ERP. How do you get an order of an error-free and manufacturable product?

Thursday, 23 May 2019 09:45

Guided Selling step 3 - Quotation generation

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Guided Selling SchemaAs you saw in our latest blogs, there are different challenges in the sales process. Each step leads to new questions. That’s why a sales rep should be guided through the sales process (Guided Selling). In this blog I would like to elaborate on the third step in the sales process: quotation generation. How do you quickly generate an error-free quotation?

Thursday, 16 May 2019 09:45

Guided Selling step 2 - Product configuration

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Guided Selling schemaAs you saw in our latest blogs, there are different challenges in the sales process. Each step leads to new questions. That’s why a sales rep should be guided through the sales process (Guided Selling). In this blog I would like to elaborate on the second step in the sales process: product configuration. How does a good product configurator guide your sales reps (or dealers) through the sales process?

Guided Selling schemaThe sales process consists of several steps: from needs analysis to closing the deal. In this blog I will discuss these steps and the various questions that sales reps face in each phase. In the next blogs I will provide you with the answers, enabling you to make your sales process better, faster and easier.

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Not long ago, a manager at a medium-sized manufacturing company asked me the following: “Say, Mr Moran, why is that software of yours so expensive? All you do is copy it onto a disc for me, surely that costs next to nothing, doesn’t it?” Well actually, it takes considerable investment to develop, maintain, and manage software. Many books have been written about it.

woman jumps into water

CPQ (Configure, Price, Quote) is a term often used to denote the sales quote generation process at companies offering a complex range of products and/or services. Other terms that are used in this same context are ‘Quote to Cash’ (QTC) and ‘sales configurator.’

Thursday, 21 March 2019 08:46

And the competition was once again faster...

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This is something you’ll have experienced! You work on a quotation with several colleagues from different departments for days on end, only to call the interested party and learn that the order had already been placed days earlier. Your quotation was simply too late.

customer needs

Customer needs

Guided Selling is a process that assists a potential buyer in the selection of a product or service, or a combination of both, that meets their functional needs. The software that supports this process functions as a guide to help sales staff direct the customer through the often complex selection and configuration process, ultimately to a purchase.

sm maschinenbau

Over the past few weeks, I’ve had many discussions with companies involved in (special-purpose) machinery manufacture. Although the markets and products were slightly different, there were similar challenges when submitting quotations: customer requirements are often too individual and multifaceted to be met by standard products. This realisation forces the companies into a conflict of objectives involving quotation quality and deadline pressure.