How do stars in a field use technology to help their businesses grow?
In this article, as a CMO, I will talk about what leaders should think about when looking for tech solutions to help their businesses grow.
Using technology to make new business processes or make current ones better is what digital transformation means. When meeting customer standards, B2C companies are better at keeping up with them and making smoother digital customer experiences, but B2B sales are behind.
It costs money to wait this long. According to McKinsey, companies that were early adopters of sales automation consistently report more time spent with customers, happier customers, 10-15% more efficiency, and the potential to raise sales by up to 10%.
With these numbers, sales leaders can see that sticking to the old ways wastes money. They also know how hard it is to find the right tool. CPQs are now an essential part of every sales team.
When looking for the right one, an innovative sales boss should think about these things:
Easy to use and quick to set up
HR and payroll tools from Asure Tools can help small and medium-sized businesses grow their HR and payroll functions. The Asure Sales team had to undergo almost a year of intensive training to read the product catalog and give accurate quotes. They sell more than 500 different goods and serve over 80,000 customers worldwide.
Asure cut the time it took to train its sales team by 85% and saw a 20% rise in sales efficiency after switching to Agile CPQ. Price quotes and product bundles are now 100% correct and the same across the whole company. This means that every deal brings in more money. Asure did this after only six weeks of execution and adoption.
View of the Revenue Process
Blueshift is a SmartHub Customer Data Platform that combines AI, customer data, and automation across all channels. As much as half of the value of Blueshift comes from its salespeople. Their usefulness is essential for growth.
It was hard for Blueshift to improve the culture and productivity of its team because the business uses a hybrid work model.
The Finance team at Blueshift was also having difficulty keeping track of deals, making it hard to predict income and causing payments to be late.
Another problem was that there wasn’t a single source of truth to keep an eye on calls for discounts. This made looking at trends and making intelligent choices about individual deals hard.
Blueshift was using Salesforce CPQ and relied on developer tools for everything. With CPQ, sales leaders can now keep track of prices and guess how many deals they will win. Because data is directly synced with Blueshift’s CRM, finance leaders can easily keep track of deals and collect money.
“Enforcing best practices in sales through CPQ is priceless,” says Blueshift’s Saro Zargarian. “We improved the buyer’s experience by getting involved with sales earlier, getting approvals quickly, and ensuring the order forms were filled out correctly.”
With Agile CPQ, Blueshift sped up the approval of quotes by 500% and cut the number of questions from the sales team to operations by 80%. The implementation was also 100% faster than with other CPQ projects.
How Customers Feel and Stay With You
The HR technology platform HiBob gives mid-sized businesses the tools to make great workplaces. Regarding renewals, HiBob struggled with manual processes and unclear routines.
Product line items about to be renewed are made automatically, and deal information is always up-to-date and straightforward to find and change.
