Marcelle Porteous
Client Advisor
July 7, 2016
SteelBrick’s latest whitepaper reports that two out of three quotes sent to customers result in a loss. The biggest reasons? Pricing errors, mismatched products, and quote generation taking too long. In this blog we’ll reveal three SteelBrick features that can easily be set up by a Salesforce Admin to help resolve these issues and prevent continued losses.
Custom Page Layouts for Ease of Use
In Bluewolf’s report CPQ & Sales Cloud Made Simple 90% of our customers reported improving user experience as a top priority for their sales strategy in 2016. SteelBrick’s simple and easy user interface is a great way to work towards this goal. The majority of SteelBrick’s CPQ user pages utilise standard Salesforce objects and page layouts so you can drag and drop fields, group relevant information together by adding sections, and add and remove related lists to make the interface easier to navigate for your end users. Admins have the power to configure almost every part of the quoting process. You can also create multiple sets of record types and page layouts for specific users or teams so everyone works off of a page layout customized for their job role.
Guided Selling for Faster Product Searches When Quoting
50% of customers stated that they buy from the person that is quickest to provide them with a quote. That means a reduction in quote composition time will have a direct correlation on the number of closed won deals. SteelBrick’s Guided Selling feature is a way to search for products using multiple characteristics of the product rather than the product name or code. For instance, if you sell textiles, you can add fabric type, width, and color to the selection options during a search. For organisations selling multiple product types, fear not, you can have multiple sets of guided selling, so that different product types have different characteristics, showing different search fields depending on the product type selected. Setting up this search tool will allow salespeople to locate products with ease and place them into quotes faster than they could without it.
Option Constraints for Simplified Product Packages
To further speed up your quoting time, use SteelBrick’s Option Constraints feature. This allows you to automatically include or exclude products depending on which products have already been added to an order. Simply create a constraint record, add the product to constrain, and change a picklist to decide whether to include or exclude the item. For example, if you have products that need to be purchased alongside another product, such as a Wifi installation that must be purchased with a Wifi router, you can do this with Option Constraints. Automating these product packages makes the quoting process far simpler and quicker where complex bundles are in place. Because SteelBrick is built on Salesforce Lightning, sales people receive this feedback on product packages in real time, so that it doesn’t slow down their ability to quote a customer.
Each of these three features are also available on the Salesforce1 Mobile App, so sales reps will be able to close deals faster, with the confidence of knowing their quotes are correct even when they’re created on the road.
If you’re considering a new CPQ tool, or trying to maximize your current SteelBrick setup, download your copy of CPQ Made Simple for tips on how to prepare for integration and ensure continued success.
