Many sales leaders consider any day a salesperson is not actively selling to be a loss. The numbers, however, tell a different story. According to research, for every dollar a company invests in sales training it earns back  $4.53. That’s a 353% ROI, which is quite mind blowing. On the flip side, and equally astonishing, is the fact that 27% of companies don’t offer their teams any sales onboarding, training, or enablement. A significant hurdle on the path to success. 

Getting teams to be sales-ready is more than getting them to recite the product catalog or chase down signatures. To be sales-ready, teams should be prepared to confidently seize opportunities and move deals forward, to foresee customer needs and deliver on their expectations. 

Proper onboarding sets off the sales readiness journey, providing a detailed understanding of the company and its products on offer. But, it shouldn’t end there. 

Here are the top three steps to take on the road to sales readiness: 

1. Tools and Tech

Providing your team with the tools to power their success is the first building block of sales readiness. There are many online collaboration and project management platforms, prospect management tools, CPQ solutions, and others. The key is to understand the people and the processes, and then find the tools that would support them in running these processes more efficiently. 

2. Sales Enablement

With the proper tools set in place, it’s time to train teams on how to run them. A team that isn’t using its sales enablement tools is creating a double loss: first, lost potential of better processes and second,  the loss of resources invested in the tool. Sales leaders should aspire to provide their teams with the tools and the skills to use them. This includes building on existing knowledge and deepening proficiency, but also, continuously seeking new methods and tools to empower teams’ success.

3. Continuous Upskilling and Coaching

Chess masters don’t just practice before a match. They continuously learn to widen the scope of their abilities. They practice with a trainer to grow their skills, to eliminate their weaknesses, and master their craft. The same goes for salespeople. Being sales-ready isn’t about simply passing a test, or facing customers for the first time. Rather, it’s an ongoing process of acquiring new skills and developing existing ones to improve performance.

Sales readiness is an achievable goal, but it’s not a final destination. Being sales-ready is an ongoing process, a guided professional journey. Sales leaders are urged to prioritize the ongoing learning and upskilling of their teams, including putting in the time, effort, and other resources that this requires. Done well, it’s a perpetual, fluid motion that streamlines the journey and keeps everyone growing.

The post Sales Readiness is a Journey, Not a Destination appeared first on DealHub.

While the benefits of digital transformation may be clear, and the threat of falling behind may be well-understood, for many, new processes are difficult to adopt. That’s because more often than not, people are resistant to change. 

Ramping up sales professionals is one process that can be dramatically improved through the use of new technologies. And DealHub’s guided selling solution for CPQ is the bridge between “technology” and “processes” that revenue leaders have been waiting for.

The Importance of Being Agile

In the past, quoting was expected to be a lengthy, time-consuming, and error-prone necessity. Despite being the core element of a sales proposal, quotes existed on a sort of island – detached from the broader processes that make up the quote-to-close sales cycle.

The introduction of CPQ technology disrupted this decades-long equilibrium. Price and product books that were once distributed via spreadsheets and computer files could be centralized into a single repository. Creating dependencies between list items in quotes became automatic and calculating discounts became instantaneous.

CPQ adoption is considered essential for even mildly complex sales organizations today.

But in terms of using it to streamline the quote-to-cash process, many organizations lag behind, viewing the benefits of a CPQ solution strictly from a quote-generation perspective. What they’re missing is the full potential of this technology to generate massive revenue impact across the sales cycle.

By leveraging DealHub’s advanced CPQ solution, revenue leaders can manage their technology, processes, and people across the entire pipeline, starting at the very beginning-the sales team onboarding process.

The Ramp-up Challenge

Ramping up sales professionals is a challenge common to many organizations. New hires come into the organization with lots of enthusiasm and little knowledge. Even if they know the space, they have no understanding of the specific sales strategies developed by management and/or the C-Suite.

This presents three major issues for sales and revenue leaders:

1. Time dedicated to onboarding and training: Although sales professionals can perform some value-generating activities during their training, their impact is usually minimal. Each Day that salespeople spend on learning about products and pricing is a day they aren’t selling. This problem is magnified as companies scale and grow their sales teams. Effectively they’re exponentially increasing the amount of salary paid out to team members who aren’t productive, yet. 
2. Maximize the value of every account, particularly subscription contracts: Even if sales teams understand the correct product and pricing strategies, it takes time to learn how to negotiate complex subscription contracts and increase renewals. Pursuing upsell and cross-sell opportunities, and knowing how to structure recurring revenue contracts to deliver a predictable and growing revenue pipeline, requires a more nuanced understanding.
3. Empowering sales professionals to independently make pricing decisions: Sales pros’ ability to navigate the decision-making process is a prerequisite to doing their job effectively. If the ramp-up process requires them to interact with multiple levels of an organization before they can begin to create quotes, it limits their ability to deliver immediate revenue impact.

Digital Transformation Starts with Onboarding 

These issues present significant challenges for sales and revenue leaders looking to hit sales targets and captain revenue growth. Ramping up new team members more effectively is one of the best ways to increase sales and revenue performance. If every new hire requires a huge onboarding investment, the solution can quickly create a problem. 

Visionary leaders must take onboarding efforts seriously. And it’s not just a hiring issue — it’s the tip of the spear in a larger digital transformation strategy.

Given the centrality of CPQ and sales onboarding to revenue generation, sales organizations that use next-generation technology to bridge the two will experience greater success.

DealHub CPQ solution is that next-gen technology. DealHub reduces onboarding time for new sales hires by 85%, empowering leaders to close their revenue gap not just by growing their team, but by empowering new hires to deliver revenue quickly.

Guided Selling Success

Understanding how pricing and product combinations interact with customer profiles is a huge barrier to Sales ramp-up. Legacy CPQ technology wasn’t a big help. It could handle the math, but only after manual data input. 

DealHub CPQ offers a dynamic guided selling playbook that automates not just the mathematics, but also the selection of products and pricing that go into a quote. It does so by asking sales professionals a series of questions about the core properties of the deal, and running their answers through a rule-base engine that’s been predefined by management. This engine then creates a quote that aligns perfectly with the strategies created by sales and revenue leaders.

This offloads the difficult task of figuring out the best pricing and product combination for any individual deal, and minimizes (if not eliminates) the need to understand how everything fits together. Instead, salespeople can begin selling as soon as they have strong knowledge of the products’ value propositions – something that’s significantly easier and faster to achieve.

This is just one way DealHub CPQ reduces onboarding and training time for new hires, while also helping them achieve immediate revenue impact.

The Subscription Management Factor

DealHub CPQ uses advanced subscription management to automatically maximize the value of all deals, regardless of how experienced the relevant sales person is.

New hires struggle with maximizing contract value because legacy CPQ technologies left product-bundling and staggered yearly renewal pricing models up to sales professionals. Getting those right is even more challenging than understanding basic pricing strategies.

In contrast, DealHub CPQ technology implements these strategies by automatically incorporating them into quotes. Leadership can input the most profitable bundles into the rule engine, and set them to be triggered whenever relevant – ensuring they never miss an upsell or cross-sell opportunity. In addition, DealHub CPQ automatically structures quotes for recurring-revenue contracts by allowing sales leaders to configure optimal buyer-specific pricing and interval increases.

Instead of settling for months or even years of suboptimal quotes by new sales professionals, leadership can now gain control over pricing strategy and execution at the point of quote creation. With all quotes accurately reflecting the latest strategy, regardless of who generates them, scaling teams is no longer at the expense of building a predictable revenue pipeline.

Streamlined Workflows

New salespeople need to be taught how the sales organization works together to close deals. In companies without an advanced CPQ, this leads to an inefficient combination of hierarchical decision-making and manual notifications. For example, if a salesperson wants to make changes to a quote that requires approval, they must know where to send it and then manage potentially multiple threads of conversation.

This process is complex, error-prone, and cumbersome for recently hired professionals. They might need multiple approvals from siloed departments, forcing them to negotiate across competing departmental priorities and personalities. Things inevitably get missed or overlooked until the new hire becomes familiar with the structure and best practices of the organization. Even veterans make mistakes.

DealHub eliminates the need for those manual workflows that result from using legacy tools. DealHub CPQ enables sales leaders to set automated notifications that go out to all relevant stakeholders and departments, simultaneously. Instead of new hires having to spend months learning how to navigate the approvals workflow process, they can slot themselves into the organization’s larger decision-making process from day one.

All of this adds up to one simple idea: a seamless and fully digital, high-value CPQ workflow that protects the integrity of your deals – so you can scale your sales organization effectively.

Mind the (Revenue) Gap

The current wave of digital transformation promises to create winners and losers in every industry. Visionary leaders must evolve to streamline their processes and empower their people.

The bar has been raised, and standing still in competitive marketplaces is no different than going in reverse. Accelerating revenue and Sales ramp-up time requires a rethink of your revenue operations from end to end.

How you onboard sales professionals is a key part of this conversation. They are the lifeblood of every successful sales team. Leaders who invest in DealHub CPQ can significantly reduce onboarding time, accelerate sales processes, drive greater revenue, and realize the full potential of digital transformation.

The post SKO 2023: Reduce Sales Hire Ramp-up Time by 85% appeared first on DealHub.

Manual quoting processes are no longer enough to maintain a competitive edge in today’s dynamic landscape. Even the best salespeople will fail to close deals as quickly and effectively as the competition when they’re forced to spend hours performing administrative tasks. Speed is essential to achieving higher revenue. Research shows that 50% of customers accept the first proposal they receive. 

DealHub’s powerful enterprise-grade solution gives sales teams next-generation CPQ technology that streamlines the quote-to-cash process and enables them to make strategic pricing decisions. It also reduces time-to-proposal by 80% by replacing time-consuming manual tasks with automation at every stage of the quote-generation process.

Here’s how today’s leaders of high-performing sales teams are showing their sales teams the love they deserve:

Guided-selling playbooks

DealHub’s Agile CPQ solution eliminates the need for sales professionals to dig through price and product lists in order to create a quote. Rather, its unique guided-selling sales playbooks invite sales professionals to answer a series of questions about any given deal. By ingesting information about the buyer profile, products, geography, and more, DealHub’s CPQ solution generates a quote that’s tailored to the exact needs of the buyer – and aligned with the company’s best practices around pricing, sales margins, and discounts.

Sales leaders are harnessing technology to power their growth with DealHub’s guided selling playbooks. By inputting pricing strategies into playbooks once, salespeople can then use them to generate 100% accurate quotes for every single deal. Not only does this eliminate the risk of manual quoting errors and outdated pricing or product information, but it also enables them to make smart selling decisions that maximize deal size and optimize revenue.

DealHub’s guided selling playbooks have been shown to reduce the average amount of time it takes to create a quote – down to 8 minutes from the 90 minutes it takes with manual processes.

“Compared to what we were using prior, DealHub has greatly decreased the time it takes for us to generate detailed quotes.”

Tanner Adams,

US Sales & Service Operations Manager,

Grote

Quote approval workflows

Sales professionals often make changes to quotes, offering discounts or other incentives, to increase their odds of closing a deal. These changes often require management approval before the quote is sent out. 

Approvals can take days, or even weeks when handled manually. Making matters even worse, sales leaders often have inconsistent ideas about what kind of discount should be offered to prospects. As a result, it often takes so long for discounts or changes to be approved, that deals are routinely held up due to bureaucratic delay, or worse still, they are completely lost.

DealHub’s CPQ solution streamlines the approval process by allowing sales leaders to set discounting guardrails. Any discount offered below the threshold gets automatically approved, while discounts offered above it  are sent for approval via an automated workflow. When multiple approvals are required, discounts can simultaneously pass through parallel approval workflows. Automated approval workflows fast-track quotes that conform to the company’s sales strategy while ensuring those that don’t are correctly routed to leadership for review.

This enables leadership to protect margins and put pricing guardrails in place – giving salespeople the freedom to make independent decisions about their deals, without straying from the defined sales strategy.

Subscription management

DealHub’s Agile CPQ solution offers powerful subscription management capabilities that make it easy to quickly and efficiently handle recurring revenue contracts. This is opposed to manual quoting, which forces sales professionals to hunt through previous deals to find something that’s similar, or to create a new quote for a product mix (requiring them to reference existing contracts).

DealHub standardizes subscriptions with rule-based logic. This rule-based logic sets deal terms that are in line with leadership’s expectations for every prospect and product mix, every single time.

This enables sales leaders to automate the subscription-renewal process, eliminating sales professionals’ need to spend time manually renewing existing deals. And as before, the discounting-approval process ensures sales leaders can always maintain their pricing strategy.

DealHub’s CPQ solution also maximizes upsell, cross-sell, and bundling opportunities by automating the price and product-combination process. This way, salespeople don’t need to spend their time trying to find the optimal mix to offer prospects. Instead, DealHub automatically configures the different pricing and product combinations that can be offered, in order to generate the option with the greatest revenue potential.

Show your sales team love at SKO 2023 and increase their average deal size by 15%

Your annual sales kickoff is a celebration of your sales organization. It’s an opportunity for sales leaders to show their appreciation by setting up their sales team for success in the coming year. To do that, leaders must prioritize enabling teams with the next-generation sales tools they need to execute deals and stay ahead of the competition.

This starts at the quote stage of a deal. By “automating away” the manual processes that prevent salespeople from delivering quotes and proposals to their prospects as quickly as possible, sales leaders will give them a significant edge in the race to closing deals and maximizing revenue.

Learn more about how DealHub’s Agile CPQ solution can power your SKO and propel your 2023 strategy here.

For the past 4 years, DealHub has been ranked the #1 CPQ on G2, operating with a variety of popular CRMs, innovating the next generation of CPQ software to empower teams to connect their tech stack and enable teams to take their revenue to new heights.

The post Show Your Sales Team Love at SKO 2023 appeared first on DealHub.

Investing in Sales tools to empower performance is a good thing. Often, though, solving one problem with certain technology begets another problem, which calls for another solution, and so on. The result is messy. Using more tools means more vendors, more training, more spending, and many more gaps in coverage. Just like a plate of ravioli: good bite-sized portions in disconnected units. 

The biggest issue that arises like the scent of garlic from the fragmented “ravioli” tools is there’s no single source of truth for teams to rely on. To achieve that, you’ll need to consolidate your sales tech stack into an organized lasagna: a unified platform that covers multiple phases of the sales process, streamlines workflows, increases productivity, and provides visibility to all team members. 

It may seem impossible to turn raviolis into lasagna, but consider this: they have the same ingredients. What the “lasagna” stack offers is connectivity, unification, and depth, which is exactly where the “raviolis” fall short. Here’s a quick recipe to assist you:

1. Consider who benefits from a consolidated stack. For example, Sales professionals who are spending too much time on manual tasks rather than actively selling; SalesOps who have to train teams on how to use the numerous tools currently in use; Finance in its battle to reduce operational overheads without compromising growth. 

2. Define core areas to be optimized by consolidation. For example, guided selling to enable intuitive, error-free, quick quote generation; deal management and visible pipelines; transforming the buyer-seller experience; preventing revenue leakage, and more. 

3. Determine what to avoid. For example, purchasing technology that wasn’t purpose built; getting a tool that is high-touch and heavy-coded, which leads to dependency on third-party developers; acquiring a solution that solves some problems, but also creates new ones. 

If reading this makes you want to bury your head in a bowl of spaghetti, or worse, avoid carbs altogether, please remember that a Sales professional without the right tools is like a cook without a pot. By avoiding consolidation, you’re leaving money on the table, and it’s not for the mustached waiter’s tip. You must consider the outcomes of not consolidating before drowning in a bottle of Chianti.  

Consolidating your sales tech stack will enable you to reduce training time, cut administrative costs, and focus on effective tools that integrate directly into your deal process. Unifying your process into one “lasagna” will improve your win rates and enable you to take bigger bites by increasing deal volume.  

There are approximately 350 types of pasta, and an infinite number of sauces. When it comes to dinner, have as many and as much as you’d like. When it comes to your sales tech stack, go for a delicious, consolidated lasagna.

The post The Best Recipe for a Consolidated Sales Tech Stack appeared first on DealHub.

Often, going through the motions of the Sales Kickoff (SKO) is almost a case of Copy-Paste from previous years. Sales leaders share new sales strategies, and provide salespeople with some best practices to carry them through, while closing out with a motivational speech about how it’s going to be a great year.

Sales processes have changed dramatically in recent years to accommodate dynamic shifts in buyer-seller interactions. This transformation requires more than strategy. It needs the modern tools to practically execute the strategy.

Sales organizations seeking to eliminate time-consuming manual tasks and speed up the deal-making process to reduce time-to-revenue, should consider the right tools for the job. 

This is where an agile Configure Price Quote (CPQ) can make all the difference. 

With its sales-first approach and mere weeks required to implement, DealHub’s CPQ solution is the fastest, easiest, and best way to automate sales processes, and turn SKO 2023 into a launchpad for meaningful revenue impact in the coming year.

Whether or not you’re using a CPQ solution, DealHub’s Agile CPQ solution can be fully implemented and adopted in as little as three weeks. Our dedicated implementation team ensures you’re up and running quickly, with no need for a third-party solution provider. Other enterprise CPQ systems require up to a year to implement, are more costly, and experience a 30%-35% failure rate. 

There’s still time to get a CPQ tool before Sales Kickoff 2023. Really!

Unlike other CPQ solutions, DealHub’s Agile CPQ is next-generation technology that eliminates the silos that fragment team communication,removing the roadblocks that hinder fast and efficient implementation and onboarding.

1. No Code, No Problem

Traditional CPQ technology, especially when integrated  to legacy systems – is hard-coded. This is because many of these CPQ tools began as separate solutions, which were later patchworked together to expand their feature set in order to reach new markets.

This is a problem that outlasts implementation. Even the smallest pricing or product changes require developer resources in order to be updated in the CPQ backend. These changes can take weeks or months to implement, and require expertise that typically doesn’t exist on a Sales team. Additionally, if the costs or complexity are too great, these changes may not be current by the time they’re updated, leading to inaccurate price quotes and lost revenue.

In contrast, DealHub CPQ solution offers no-code implementation and is fully automated. There is absolutely no hard coding required at any stage of the process. DealHub CPQ solution is completely flexible and can work with existing tools, making connectivity achievable without any developer resources.

2. Your House, Your Rules 

In addition to integrating  quickly and easily to your existing platforms, DealHub CPQ solution makes it easy for users to apply existing pricing and product rules seamlessly, while keeping business running as usual. Meanwhile, hard-coded systems require developers to input the rules for your pricing and product lists.

With DealHub CPQ, all you need is your current digital documentation. For example, if you use an Excel spreadsheet, DealHub CPQ can use information directly from it. From there, leadership can set simple rules about how to handle specific pricing and product configurations.

“Compared to what we were using prior, DealHub has greatly decreased the time it takes for us to generate detailed quotes.”

Tanner Adams,

US Sales & Service Operations Manager,

Grote

3. Bang For Your Buck

Heavy-coded legacy CPQ solutions require costly resources of time and labor. Their complicated nature means it can take months to be implemented fully.

In fact, the cost and difficulty of implementation causes many companies to abandon CPQ solutions mid-way. Stories about companies spending more than a year trying to implement a CPQ tool, only for it not to work as desired are common Sales lore.

DealHub’s Agile CPQ solution, with its speed of implementation, no-code approach, and the ability to input pricing and product information from a pre-existing spreadsheet, takes these risks out of the equation. Its unique flexibility and integration with existing platforms and current processes make it not only quick and easy to onboard, but also much more affordable.

Instead of counting the months of costly development time, you can count on our implementation team to have you set up in weeks. The process is so streamlined and light, that our customers report  it costs them as little as 1% of what they would expect to pay for implementing, code-heavy legacy CPQ technology.

Rev-up your Revenue

If you’re currently relying on manual sales processes or have a CPQ solution that’s actually generating problems, it’s not too late.  Make a big impact at your next Sales Kickoff  by providing your team with clear goals and the tool needs to achieve them. 

Set your team up for success by setting up the right solution. You can implement the market’s #1 rated CPQ solution in time for your Sales Kickoff.

The post Set Up an Enterprise CPQ in Time for Your Sales Kickoff appeared first on DealHub.

Equip your team with a tool that would make more than just a brief impression, and actually pave the road to your team’s lasting success.

A sales kickoff is the leading sales event, in which organizations announce their business strategy, and motivate their sales teams to work together to reach collaborative goals. Often, good SKO makes all the difference between surviving and thriving in the coming year. 

According to Gartner, though, 70% of sales pros don’t retain information from training for more than a week, and 87% will forget within a month. This means that if there’s no real takeaway aside from the giveaway, you just spent a small fortune on branded socks, with low expectation of any ROI.

We’re on the cusp of 2023, and yet, according to Copper/Outfunnel data, 1 in 3 B2B companies rely on manual sales processes. While CPQ solutions are commonly used, and, in fact, considered a new B2B must-have, they are often used separately from other sales tools, in a sales tech stack that’s already too cumbersome. So quotes still take hours (if not days) to generate, proposals are embarrassingly error-riddled, and deals require weeks and months to close. 

This year, align your strategy and goals with an agile CPQ that can get you there.  Like the idea of streamlined quote and approval workflows? How about automating the creation of always-current and accurate contract proposals, with all of the necessary legalese already included? Let an agile CPQ eliminate the manual administrative work that sales teams hate and get intelligent automation sales leaders love.

An agile CPQ can empower your team to send quotes out in 30 seconds, and increase sales productivity by 20% , as was the case with SourceScrub. It can also increase deal size by 15% and decrease proposal errors by 95% as it did for Sendoso. 

Agile CPQ is a solution combining three main strengths. Some CPQ solutions enable quote and pricing accuracy but require days to generate a quote. Others provide the ability to send quotes out very quickly, but they may not be as accurate or updated as they should. Some offer customization and a unique customer experience, but no solid automation. Only agile CPQ combines all three qualities: accuracy, speed, and experience in a single solution.  

We know what you’re thinking: that all sounds great, but there’s no time. Right? Wrong. Thanks to its low-code approach, a new-generation agile CPQ can be implemented in mere weeks.

Asure Software provides Human Capital Management software and services. The company sells more than 500 products to 80K customers around the world, and its large product catalog was a real challenge for its Sales team.

For one, account executives would spend nearly a year just familiarizing themselves with the catalog. During that first year, they would sell less than optimal product bundles, which did a disservice to clients and hurt Asure’s bottom line. By implementing agile CPQ and dynamic sales playbook, Asure reduced sales professionals training by 85% (!) and increased sales team productivity by 20%. 

Asure accomplished these impressive results in just six weeks. Soon after, the entire Sales team adopted the CPQ and now continues to use it for every sale, ensuring price quotes and product bundles are 100% accurate and fully standardized across the organization, maximizing the revenue generated from each deal.

Undoubtedly, you aim for results similar to those discussed above. Surely, you have a detailed strategy to lead your team to higher and better performance in 2023. You’ve done most of the work. All you need now is a tool that would do the rest of it for you. No fairydust, no magic wand, just a great CPQ to make your strategy a reality, and empower your team to work their magic. 

It’s not too late. Contact us to learn more about what agile CPQ can do for you.

The post How CPQ Can Power Your SKO and Propel Your 2023 Strategy appeared first on DealHub.

However, the reality is often much different. Research from BrainShark shows that 71% of sales reps believe leadership fails to follow up on SKO training with continual reinforcement. In other words, many organizations present a sales strategy for the year but then fail to achieve the full potential revenue impact of their sales kickoff.

So how can you build off the momentum of SKO 2022?

The positive momentum of the annual sales kickoff meeting, which may be held as a virtual event or an in-person event, often slows down because sales reps don’t get the tools – or improvement of tools – they need to do their job quickly and efficiently. Sales enablement leaders who acknowledge the needs and capabilities of their sales reps have an opportunity to make an impact and impress their reps at this upcoming event, and to set things in motion for a year of high revenue achievement.

Reduce time-to-proposal

Every stakeholder in a deal values speed – from the sales professional to their manager to their buyer. And it’s no surprise. Responding quickly to prospects is one of the most important elements in winning a deal. Research shows that 50% of deals are won by the first company to respond to a prospect.

One way to amp up the potential of your sales kickoff is to empower sales reps to use their training and tools to quickly deliver proposals with the right pricing and product strategy, as well as messaging, for each unique buyer. If it typically takes them hours, if not days or weeks, to create and share proposals with prospects, they can easily lose motivation and momentum.

Minimize the administrative burden

Sales reps generate revenue when they spend their time selling. They can’t exactly do that when they’re busy with administrative tasks like creating accurate price quotes, requesting manual approvals, looking for the latest version of a contract, or manually inputting data into their CRM.

SKO is about generating a sense of purpose and momentum in the new year. Nothing kills that faster than forcing reps to spend hours each day being a glorified administrators. This is so counterproductive, in fact, that reducing their administrative burden can increase sales rep effectiveness by as much as 300%.

Ramp up new hires quickly

New team members are always eager to make an impact. But if it takes them months – or even a year – to understand your price book, product offerings, and other important details, it detracts from the promise of a big quota-crushing year.

Your ability to get new team members up to speed quickly so they can establish productive sales behaviors and start selling is critical to maintaining that excitement generated at SKO throughout the year. If new hires don’t feel like they have the continuing support of sales leadership so they can improve rapidly, much of the revenue potential of their enthusiasm will go to waste.

Impress and empower your sales reps with DealHub CPQ + DealRoom

DealHub CPQ and DealRoom enable you to achieve maximum revenue impact from your sales process. Introducing these solutions to your team will impress your sales organization by acknowledging your reps’ day-to-day business needs and empowering them to sell quickly and efficiently. They allow advanced sales teams to maintain SKO momentum, boost sales productivity, and achieve higher revenue throughout the year.

Guided selling playbook

DealHub CPQ’s guided-selling sales playbook automatically generates 100% accurate price quotes, no matter how complex the product and pricing combination.

Our dynamic playbook asks sales reps a series of questions about their impending deal, and allows them to instantly generate quotes based on the most up-to-date products and pricing. By taking manual configuration out of the process with a fully customizable playbook, sales leaders can help their reps stay focused on selling from Day One – even if they don’t have advanced product and pricing knowledge.

The result? An 85% reduction in sales training and onboarding time. New reps are able to get up to speed so quickly that DealHub customers have seen new hires turn into top-performing reps within months.

Automated approval workflows

DealHub CPQ automates approval workflows during the quote-generation process. This way, sales leadership can set rules around pricing flexibility and discounting, and provide automatic approval for quotes that adhere to them. For quotes that do not, an approval workflow will automatically be triggered.

In addition to protecting sales margins, this empowers sales reps with a degree of autonomy when generating quotes – while also placing guardrails around their pricing and discounting behavior. Manual processes are eliminated except when absolutely necessary. This reduction in administrative burden reduces sales reps’ time-to-proposal by 80%, while also delivering scalable and predictable results.

Streamlined Contract Lifecycle Management (CLM)

Our digital DealRoom meets sales reps’ needs at every stage of the contract lifecycle management process.

DealRoom supports contract redlining, automates change-approval requests, performs versioning control, and includes integrated e-signature capabilities. Sales reps can keep their attention focused on selling because DealRoom eliminates many of the manual administrative tasks that slow down contract negotiations and delay the approval of finalized agreements.

Overall, DealHub CPQ + DealRoom is a powerful revenue generator that maintains the momentum and enthusiasm of SKO all throughout the year. It acknowledges the needs of sales reps by ramping them up quickly, reduces time-to-proposal, and minimizes their administrative burden. All of this contributes positively to achieving company goals.

It’s the next-generation sales technology that today’s advanced sales teams are using to achieve maximum revenue impact.

Want to see why DealHub is the #1 solution for price quote and contract management? Request a demo

The post SKO 2022: Enable Your Sales Team With Price Quote and Contract Management appeared first on DealHub.

Top-performing sales teams will be agile and aggressive this year, and it’s no longer sufficient to stick with the same old manual sales processes. Even if these worked well for you in the past, the future demands that you eliminate inefficiencies, streamline processes, and create seamless buyer experiences. This is why sales reps love our next-generation sales platform.

DealHub makes all of this possible by connecting every stage of the sales process, from quote to close, and empowering your sales organization to sell faster and more easily than ever before – so they can close more deals.

And this is the kicker: DealHub’s enterprise-grade platform can be fully implemented and adopted within a matter of weeks. On the other hand, traditional CPQ systems, which lack many of DealHub’s advanced capabilities, typically require 9 to 12 months to implement. In fact, some of the leading CPQ tools out there suffer from a 35% failure rate in implementation.

Reasons to Implement CPQ Before Your Annual Sales Kickoff

Here’s a roundup of why today’s advanced sales teams are choosing DealHub to accelerate their B2B deals.

Connect your stack with sales tools in a single platform

DealHub CPQ + DealRoom is a full quote-to-close solution. All of the disparate tools and processes that typically slow teams down are now unified into a single, seamless experience.

Sales reps use DealHub CPQ to generate 100% accurate sales quotes in just 8 minutes – down from an average of 90 minutes when using manual processes. Meanwhile, DealHub CPQ’s guided-selling playbook enables smart sales quotes. What does this mean? Sales leaders can input their pricing and product strategies directly from Excel or other common digital formats. Then Sales reps simply need to answer a series of questions about their deals, and DealHub CPQ will automatically generate an accurate quote that’s in line with the organization’s best practices around pricing, product selection, margins and discounts.

Our DealRoom takes that quote and adds sales-proposal and contract-management functionality. Contract redlining, approval workflows, and e-signature help you streamline cross-departmental communications so you can go from quote to close with as little friction as possible – whether between your tools, people, or processes.

Eliminate revenue leakage

There are a number of reasons why organizations experience revenue leakage, such as insufficient pricing controls, a lack of discounting governance, and an inability to capitalize on cross-sell and upsell opportunities. DealHub streamlines and automates sales processes so you can eliminate these common sources of revenue leakage.

DealHub empowers companies to maximize their revenue opportunity by removing pricing inaccuracies and workflow problems – both of which are root causes of this leakage. By empowering reps to create accurate quotes in just minutes, and to better manage their deals throughout the proposal-generation and contract-negotiation process, DealHub CPQ + DealRoom reduces time-to-quote, eliminates error-prone and time-consuming administrative work, and removes obstacles that prevent prospects from signing on the dotted line.

Build customized journeys for prospects

DealRoom provides sales reps with engagement-tracking and content-creation capabilities that let them respond personally to prospects in ways that were never before possible, providing an amazing customer experience.

Sales reps can see when prospects interact with content, providing insight into their level of interest and where they stand in the buying process. This also helps establish the efficacy of the messaging. In addition, reps can see when sales collateral has been shared by a prospect with other stakeholders in their organization – so they have full knowledge of who they’re selling to at all times.

This visibility is combined with the delivery of customized content based on buyer criteria pulled from the CRM. This way, sales teams can effortlessly deliver the right messaging, at the right time.

Quick and effortless onboarding for new reps

DealHub’s automation and streamlined workflows make it easy to onboard reps.

By simplifying the quoting process into a series of questions about each deal, DealHub CPQ eliminates all of the complications that come with new hires needing to understand the nuances of pricing and product configurations. This knowledge normally takes months to master. But by bringing automation into the quoting process and providing reps with a guided-selling playbook, DealHub empowers them to focus on selling right from the start. And sales leaders can be confident that new reps are adhering to best practices around pricing and product configurations.

The results speak for themselves. Among DealHub users, we’ve seen new reps outperforming veterans within one month of onboarding. And most organizations using DealHub experience 100% sales team adoption.

DealRoom doesn’t just accelerate ramp-up time for new hires – it boosts sales productivity for your entire organization. And our DealRoom solution makes it easy to collaborate across departments through the deal process.

No-code maintenance

DealHub CPQ + DealRoom is easy to implement, even for large organizations with complex deal structures. Both solutions can be fully implemented without any coding required on your end. Sales teams can simply import their current product and pricing documents directly into the system. So instead of spending months, or even more than a year, with hard-coding projects that may not entirely work and are very costly, you can implement DealHub in as little as three weeks.

Not only does this make for a more effective setup, but it also makes your organization more agile and flexible in its pricing and product strategy. Instead of having to re-code your backend every time there is a strategy change, you can make pivots without the need for developer resources.

Accelerate your Deals with DealHub

Sales kickoff 2022 is the time for a fresh start. If you’re aiming to get the most out of your sales team all throughout the year, you need DealHub’s next-generation sales technology. Our automated quoting, streamlined sales processes, and fast implementation are helping high-performing sales teams optimize the sales journey and gain an edge over the competition.

DealHub CPQ has been recognized as a Leader by G2 in its Grid® Report for CPQ. We’ve innovated the next generation of CPQ software to empower teams to connect their tech stack and enable teams to take their revenue to new heights.

Get the #1 CPQ that sales reps love! Request a demo.

The post Implement a Powerful CPQ in Time for SKO 2022 appeared first on DealHub.

For these reasons, getting quoting right in the coming year will be one of the most important and impactful actions sales leaders can do to maximize the SKO 2022 revenue opportunity.

Buyers reward sellers that distinguish themselves by delivering fast and accurate quotes that their unique business needs. Indeed, buyers have been shown to respond to personalized quotes 25% faster than to generic quotes.

Delivering personalized and customized quotes require sales teams to replace their manual processes with next-generation sales technology that empowers sales reps to generate smarter quotes, and unlock more revenue, in the coming year.

DealHub CPQ is a next-generation technology that transforms your sales processes and unlocks revenue opportunities for every prospect in your pipeline

How Manual Quoting Harms Your Revenue Outlook for Sko 2022

Sales teams that use outdated manual methods to generate sales quotes will have a harder time living up to the revenue expectations of SKO 2022. Too many inefficiencies exists for companies to scale up their manual quoting efforts, and maintain an edge over the competition.

For starters, creating quotes manually from a spreadsheet and product catalog is a laborious and error-prone process. Sales reps can easily use incorrect coupling information, fail to make changes to reflect current sales or pricing strategy, and even make basic data-entry errors. These mistakes can lead to quotes that fail to protect margins or are flat-out incorrect, and require reps to make changes once negotiations have already begun.

Manual quoting also fails to maximize the revenue potential from product bundling. It can be difficult, if not impossible, for sales reps to remember every potential cross-sell and upsell opportunity. And even if they do, when your sales team relies on a manual process they must “go with their gut” when setting specific quote terms or dealing with renewals and expansions. This makes for ineffective use of corporate data about the optimal use of product and pricing combinations.

Moreover, an error-filled manual sales process often involves multiple administrative approvals along the way. For example, requiring quote approval from Sales, Procurement and Legal can set off dozens of separate email chains. These cumbersome communication processes increase the amount of time it takes to get a quote into the hands of a buyer and force stakeholders to waste time on manual administrative tasks.

For all these reasons, today’s advanced sales teams use DealHub’s next-generation CPQ to generate smarter quotes, unlock revenue opportunities, and enable smarter sales leadership strategies.

Amplify the SKO Revenue Opportunity with Smarter Quotes by DealHub CPQ

DealHub CPQ replaces manual sales processes with advanced technology that empowers sales teams to automatically create dynamic, personalized, and on-brand sales quotes. This is how today’s highest-performing sales teams maximize net-new and recurring revenue for every deal in their pipeline.

Here’s how it generates quotes more intelligently and eliminates the problems caused by manual quoting processes:

100% quote accuracy

DealHub CPQ eliminates the need for your sales organization to manually use Excel sheets to create product and pricing combinations. Your sales team can input the information into DealHub a single time, and then set rules for product and pricing that conform to predefined strategies.

Then, your sales organization can use DealHub CPQ’s guided-selling sales playbooks to use that information intelligently. Reps are asked a series of questions about their deal, and DealHub CPQ matches their responses to the product and pricing information that has already been added. The result is a smart quote that is 100% accurate, generated instantaneously, and represents the pricing and product combination that will help the company achieve the most revenue.

Optimized subscription management

In addition to ensuring accuracy and sales best practices, DealHub CPQ automatically generates upsell and cross-sell bundling options. This way, sales reps don’t have to constantly guess what products or features a buyer would be interested in, or possibly forget altogether. DealHub CPQ crunches corporate data to understand buyer personas and make recommendations based on upsells and cross-sells have already been proven to work in the past.

So this data enables sales reps not only to create quotes for new opportunities, but also to take the entire product catalog into account when dealing with existing customers – so they can drive maximum revenue impact and increase each customer’s lifetime value.

Eliminate administrative tasks

DealHub CPQ also streamlines interdepartmental communication during the sales-proposal process and the creation and delivery of these smart quotes.

For starters, sales leadership can set maximum discount thresholds – below that threshold, approval will automatically be granted. This eliminates the need for managers to process routine discounts, saving them valuable time.

Secondly, when approval is necessary, DealHub CPQ automatically sends real-time notifications to relevant stakeholders – streamlining communication between teams and minimizing the manual effort to get deals signed.

And thirdly, DealHub CPQ offers version control; a single source of truth is maintained as changes are made, and teams never have to waste time reconciling and keeping track of multiple versions, both at the time of sale and in the future.

In other words, DealHub CPQ not only creates more agile and intelligent price quotes but also does so in a way that’s far smarter and more efficient than manual processes could ever hope to be.

Are you ready to boost sales productivity and put next-generation CPQ technology to work for you before your annual sales kickoff? DealHub CPQ has been recognized as a Leader by G2 in its Grid® Report for CPQ. We’ve innovated the next generation of CPQ software to empower teams to connect their tech stack and enable teams to take their revenue to new heights.

Want to see DealHub CPQ in action? Schedule a demo

The post SKO 2022: Accelerate Revenue and Transform Sales With Price Quote Automation appeared first on DealHub.