Sales processes are more complicated than ever; transforming how you price products and services is critical to your organization’s success. If you’re still stuck in the past and haven’t implemented and adopted CPQ (Configure Price Quote) software, then you’re still probably navigating through a plethora of challenges and obstacles.

So, how can you lead your team through a digital pricing transformation and come out of it with a pricing system your team will love? Below, we explore the challenges Sales Executives face with pricing complex products and services, focusing on  Microsoft Dynamics users  and  reveal the top 10 do’s and don’ts every Sales Executive should know about when embarking on their digital pricing transformation with CPQ.

Pricing challenges in Microsoft Dynamics CRM

Microsoft Dynamics CRM is a fantastic tool for sales teams. It can help organizations manage their client database, engage with customers, generate leads, and more. It’s also one of the most intuitive CRMs, making it a popular option with various marketing and sales teams. 

However, without the added layer of Configure, Price, Quote (CPQ), using Microsoft Dynamics CRM to generate complex quotes is challenging. CPQ software is designed to handle the complexities of configuring products, determining accurate pricing, and generating quotes. And, without the guiding hand of CPQ software, organizations using Microsoft Dynamics CRM may encounter the following challenges:

Manual configuration errors. Relying solely on a CRM, there’s a higher risk of manual errors in configuring complex products. Sales teams may struggle to accurately determine the right combination of features, options, and specifications, leading to incorrect configurations.

Inconsistent pricing. Maintaining consistent pricing across various products and services can be challenging without automated tools. Manual pricing calculations may result in inconsistencies, leading to potential revenue loss or customer dissatisfaction.

Time-consuming quoting processes. Creating quotes for complex products can be time-consuming. Sales teams may need to spend significant time gathering product information, calculating prices, and preparing customized quotes, slowing the sales cycle.

Limited cross-selling and upselling opportunities. Identifying cross-selling and upselling opportunities becomes more difficult without automated tools that analyze customer preferences, historical data, and product configurations. 

Difficulty in managing discounts and promotions. Manually managing discounts, promotions, and pricing strategies can be error-prone. Without the ability to automate and action predefined rules, it’s hard for teams to ensure accurate and consistent application of pricing strategies.

Complex product catalog maintenance. Maintaining a complex product catalog within Microsoft Dynamics CRM may become cumbersome. Keeping track of product updates, changes, and discontinuations can be challenging without automation.

Lack of real-time pricing updates. Product and service prices may change frequently due to market conditions, supplier costs, or promotional events. Without real-time updates, sales teams may quote outdated pricing information, leading to potential revenue loss or pricing inaccuracies.

Limited scalability. As the product and service portfolio grows, manually managing pricing for many products becomes increasingly challenging and time-consuming. 

Risk of proposal errors. Manually creating proposals and quotes increases the risk of mistakes in terms of product configurations, pricing details, and terms and conditions. This can negatively impact the company’s professional image and lead to customer dissatisfaction.

Integration challenges. Integrating Microsoft Dynamics CRM with other systems, such as ERP (Enterprise Resource Planning) or billing systems, may be more complex without CPQ software. Seamless integration is crucial for ensuring accurate order fulfillment and financial processes.

While Microsoft Dynamics CRM offers robust customer relationship management capabilities, leveraging a CPQ solution alongside it can significantly enhance the efficiency and accuracy of pricing complex products and services.

CPQ is the answer to your pricing woes

If your company struggles with complex pricing, CPQ may be the missing link for your sales team. CPQ software ensures accurate product configuration by guiding users through a structured process. It helps sales teams and customers choose the right features, options, and specifications, reducing the risk of errors in complex product configurations. CPQ provides dynamic pricing so teams can consider multiple factors (such as product features, customer segmentation, volume discounts, and market conditions) to ensure pricing accuracy. The tool also creates consistency across sales channels.

But CPQ offers so much more! Integrating CPQ allows for:

• real-time price adjustments
• automated discounting based on predefined rules
• identification of cross and upselling opportunities
• improved proposal accuracy
• faster quote generation

CPQ supports various pricing models (such as cost-plus, value-based, and competitive pricing) to allow companies to implement the pricing strategy that best fits their business model while enhancing collaboration between teams by centralizing data and communication.

Best of all, CPQ is scalable, so it grows alongside your business, ensuring that, even as your portfolio expands, it’s in lockstep with you, accommodating increased complexity.

Now that we’ve piqued your interest in CPQ, we’re not going to leave you hanging wondering how to successfully transform your pricing workflows with CPQ. Read on for the best practices for digital pricing transformation with CPQ. 

Top 5 do’s when deploying your digital pricing transformation with a CPQ for Microsoft Dynamics CRM

With years of experience working with top Sales Executives, we’ve gathered some hard earned insights for you to learn from and help you avoid these common mistakes. To guarantee your digital pricing transformation is a success, make sure you’re following these five critical “do’s” to streamline your sales process, eliminate mistakes and errors, and improve the seller and buyer experience.

1. Do automate complex sales processes

Complicated sales processes easily frustrate sales reps, lead to lost time, and potentially lost deals. For example, reps may find it difficult to generate quotes accurately, especially if working with multiple SKUs for the same product, which can ultimately lead to lost revenue. Quote generation can be a tedious process and also be full of inaccuracies. It’s crucial to automate key parts of the sales process, like quote generation, to ensure a frictionless seller experience.

2. Do monitor how long it takes sales reps to generate quotes

It’s important to frequently monitor and be attentive to how long it takes your sales reps to create quotes. There’s a significant probability your clients are having to wait longer than is reasonable or advantageous to closing deals faster. While sales velocity and generating quotes quickly is important, speed isn’t everything. It’s paramount to your organization’s credibility that quotes are accurate as well.

3. Do make sure that you are maximizing revenue opportunities with every customer quote

Your sales team should be maximizing every revenue opportunity when generating customer quotes. The best way to accomplish this? Ensure your sales reps are offering customers optimal packages to maximize revenue. With guided selling, sales reps are provided with the best possible product bundles, including upsell and cross-sell bundles, to ensure your sales team is maximizing revenue.

4. Do consider the customer experience and make the buying process smooth and effortless

Long and drawn out sales processes that slow down the negotiation phase can result in lost deals and reduced organizational credibility. Gartner research shows, “delivering a great experience to prospective buyers has the biggest impact on whether or not they will buy something. The overall buying experience actually outranks product and price.” With that being said, it’s important to ensure your sales reps are providing customers with prompt and efficient service so customers can fully trust that quotes will always be done accurately and quickly in the future.

5. Do invest in CPQ software to create a frictionless sales process and enhance your Microsoft Dynamics CRM experience

CPQ software improves the seller and customer experience by optimizing the sales process, minimizing administrative work, and ensuring the delivery of accurate and prompt quotes to the customer. Modern and powerful CPQ software also measures customer engagement, tracks deal progress, and gives sales process insights to act on. In the current B2B sales environment, filled with complex and sometimes fragmented sales processes, CPQ software is a must in order to enhance your Microsoft Dynamics CRM experience.

Top 5 don’ts when completing your digital pricing transformation with a CPQ for Microsoft Dynamics CRM

Sales reps are either taught strategies and tips or they presume that certain actions are acceptable. Unfortunately, many of these employees are doing the incorrect things and, as a result, are not experiencing the desired outcomes. This is not a problem they created; but a problem technology created for them. Make sure your sales team is avoiding these top 5 “don’ts” when making your digital pricing transformation.

1. Don’t burden your sales rep with manual pricing calculations

Manual pricing calculations are risky, as it opens the door to human error and mistakes. Sales reps can potentially create quotes and contracts that either undercharge or overcharge the customer. And manually calculated pricing discounts also bear the possibility of error.

CPQ technology takes the guesswork out of manual pricing calculations. All the sales rep has to do is input the correct product packages and CPQ software calculates all pricing and discounts automatically. Automated approval workflows are sent to the appropriate department when pricing and discounting fall outside of predetermined guidelines set by administration.

2. Don’t copy and paste customer details from one tool to another

As mentioned above, manual tasks that allow for human error can lead to lost revenue. Pasting customer details from one tool to another – also known as “chair swiveling” – is ineffective, time consuming, and error prone. With automated synchronization between your CRM and CPQ software, you eliminate the opportunity for your sales reps to make unnecessary and costly mistakes.

3. Don’t expect sales reps to be unofficial “in-house lawyers”

Sales reps should not be creating their own contracts, and this also applies to changes made to Terms and Conditions during the negotiation process. CPQ software allows your legal department to set legal standards and make changes on their own, safeguarding sales reps from making changes themselves. Legal can rest assured that every contract sent is approved by them, even if changes need to be made after the quote is sent.

4. Don’t let approval workflows work against you, but rather for you

Internal processes should not slow down the sales process. For example, approval workflows should not delay sales reps from “passing on the baton”. Various departments that need to be brought into the process are seamlessly looped in via the CPQ solution. Moreover, automated approval workflows remove unnecessary back and forth communication and confusion that can hold up the quote-to-close process.

5. Don’t implement tools that aren’t user-friendly and complicated

If you want 100% sales team adoption, don’t implement CPQ software that is not user friendly and complicated to use. Remember, CPQ software should streamline and automate key parts of the sales process, not frustrate your sales teams. The solution needs to be quick to implement, modern, and most importantly – easy to use!

Provide a frictionless sales process with a CPQ for Microsoft Dynamics CRM

When embarking on digital transformations many leaders mistakenly think it’s all about the solution you implement. Our hard-earned insights and experience has shown, more often than not, that it’s about the processes that underlie the solution choice. Is it simple enough? Is the logic right? Does it leave room for my specific organization’s context?

With CPQ software, like DealHub CPQ, you can easily avoid many of the aforementioned “don’ts” easily anscd efficiently. DealHub CPQ automates nearly every aspect of the sales process, eliminates human mistakes and errors, and provides your sales team and customers with the most modern and efficient sales journey.

When completing your digital pricing transformation, it’s crucial to integrate DealHub CPQ software with your current Microsoft Dynamics CRM. By doing so, Sales Executives can eliminate manual pricing calculations, copying and pasting from one tool to another, unprofessionally generated quotes and contracts, and ineffective communication and approval workflows.

The post The top 10 do’s and don’ts for digital pricing transformation appeared first on DealHub.

Without being equipped with the right tools and processes, your sales team will find it difficult to do their jobs effectively and drive revenue. For example, if your sellers are using tools that don’t connect with each other, or spend too much time performing manual administrative tasks, they’ll have difficulty closing deals efficiently and dedicating proper attention to their customers. 

The cost of sales friction is high. Reps often lose out on deals if they’re not executed in a timely manner. You may also face high turnover rates due to employee unhappiness and frustration. This unhappiness and frustration can stem from feeling ill-equipped to sell because they lack the proper tools and technology to excel in their position. 

Through years of working with clients who must contend with the high complexity of B2B sales, we’ve discovered that one of the earliest and biggest pain points is the price-quoting process.

Improving that process will not only make it easier for your sellers to sell, but will also provide your customers with a better buying experience. In this article, we reveal three ways Microsoft Dynamics CRM users can improve the quoting process so sales reps can deliver a better digital selling experience.

Establish trust and credibility by sending accurate quotes quickly

By sending accurate quotes quickly, you develop trust with buyers and can improve your organization’s credibility. CPQ technology enables sales teams to send accurate quotes promptly and efficiently. Sales leaders can quickly plug in product data, configure pricing rules and strategies, and reps can start quoting. Instead of taking hours or days, by integrating CPQ with your Microsoft Dynamics CRM, sales teams will be able to send error-free quotes within minutes. In addition, sales reps can get quote generation right the first time, without any need for further iterations.

Just as it is aggravating for buyers to wait for an accurate price quote, it’s just as aggravating and disheartening for sales reps who find it difficult to create accurate price quotes in a short amount of time due to complex calculations that slow them down. It’s even more frustrating when their credibility becomes tarnished when these quotes are sent containing errors and inaccuracies. 

With a modern CPQ, sales reps will be able to send quotes quickly to customers, establish credibility, reduce mistakes and wasted time spent on lengthy administrative tasks. You can eliminate complicated calculations that can lead to costly errors when changing quantities or applying discounts, and ensure reps are following pricing guidelines with automated approval workflows. 

CPQ technology that integrates seamlessly with your Microsoft Dynamics CRM means all deal data is automatically synced with your CRM, making it easy for sales teams to create quotes, even for complex deals that have evolving products, configurations, and pricing. 

Free up your reps to focus on delivering value

Imagine this scenario: your sales reps are jumping between multiple tools that don’t work well together, they’re getting caught up in manual tasks, and they often need to repeat work due to errors or inaccuracies. All of these obstacles are taking them away from their most important role: selling. 

Resolving these issues eliminates manual tasks, administrative oversight load on sales leaders, and busywork for sales reps. By automating lengthy and error-prone tasks, sales teams can spend more time actively selling, understanding customers’ needs, and strategically communicating. Thereby allowing reps to focus on delivering value to your customers.

Here’s an example of how CPQ automation can free your reps from complicated administrative tasks so they can focus on the needs of the customers. A situation may arise where a buyer would like to see several quotes for different pricing, quantities, and products so they can make the smartest buying decision. With a powerful CPQ, you can quickly create several quote iterations (what we call “multi-dimensional pricing”). This provides your buyers with a view of different quotes and pricing for different product packages to help them make the best buying decisions for their needs. 

Deliver timely, relevant and personalized quotes

You should provide accurate and personalized information to your buyer right when they want it. With a best-in-class CPQ you can deliver quotes within minutes of a sales call, or better yet, during the call itself. 

If you don’t offer buyers the information and deal data in the appropriate amount of time, you could be frustrating and losing them to your competition. With a digital sales room, sales reps can easily provide a personalized and branded experience that is up-to-date with deal information, which can potentially change during contract negotiations or approvals. This digital sales room, where buyers and sellers can collaborate in a central location, provides them with a single source of truth. Sales teams can quickly move deals along with integrated e-sign capabilities to further optimize and streamline the buyer experience. 

Deliver one fluid sales motion with DealHub CPQ and Microsoft Dynamics CRM

Digitizing your sales process in 2022 is mission-critical. Sales executives must adapt a digital mindset in order to match clients’ evolving buying habits and enable a frictionless sales process. By implementing and adopting CPQ technology that integrates with your Microsoft Dynamics CRM, your organization can do exactly that. 

DealHub’s CPQ enables sales teams to quickly and efficiently create accurate quotes and proposals in a matter of minutes. With best-in-class CPQ technology, you can eliminate costly errors and ensure sales reps can focus on selling and delivering value to your customers. 

Connect DealHub’s CPQ + Microsoft Dynamics CRM for a smooth and efficient quoting process

Discover how

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So how did we get to this point? One of the key factors behind a high-friction sales process is the complexity of pricing and product requirements. B2B deals are often composed of a multitude of products, services, and dependencies. And when teams are relying on tools that don’t communicate with one another, it becomes difficult for sales teams to do their job effectively and close deals smoothly. Such tools include things like their CRM, price and product books, Configure Price Quote software (CPQ), and more.

Your operations team may be doing a diligent job of managing and maintaining your Hubspot CRM. But there are certain sales processes that can be added, improved or automated within your HubSpot experience in order to reduce the administrative burden and better manage pricing and quoting processes.

By integrating a CPQ (Configure Price Quote) tool with your Hubspot CRM, your sales organization will improve efficiency and experience a more frictionless sales process. In this article, we address common points of friction experienced by sales teams, and reveal four ways DealHub’s HubSpot CPQ solution enables you to deliver one fluid sales motion. 

Common points of friction in the B2B sales process

According to one survey, 47% of sales reps do not report selling as their main activity during their workweek. With that number being so high, it’s important to understand what’s holding them back from spending more time actively selling. 

Some of the most common friction points faced by sales teams on a regular basis include:

1. Taking a long time to respond to customers. Sales reps should be able to generate proposals quickly and efficiently to respond to customer requests and needs. This helps to ensure there’s no loss in sales momentum and the opportunity for your buyer to go with the competition. 

2. Inefficient back-and-forth communication draw out the negotiation process and creates opportunities for miscommunication – which can prove costly. For example, it can be a tedious process for sales reps to follow-up with lengthy and complex email threads.

3. Tools that do not communicate with one other, which forces sales reps to shift between tools throughout the course of their work. This kind of context-switching reduces efficiency and productivity, and is a barrier to obtaining holistic sales insights.

4. Lengthy approval cycles on both the buyer and seller side. This can be a major source of friction for deals that are high in value, scope or complexity.

5. Lack of a strategic framework around pricing, products, and other sales processes, which makes it even more difficult for sales reps to sell. 

Why HubSpot users experience sales friction

HubSpot is a robust CRM for sales professionals, but you may want tools that are purpose-built for certain functions. When these tools don’t communicate seamlessly with your CRM it causes issues and wastes time. By choosing the right tools and leveraging automation in your sales process, sales reps can save up to 5 hours every week. 

You can have the best of both worlds and get the most of your HubSpot investment. And by improving and automating certain processes you can provide your sales team with a frictionless sales process. 

How DealHub’s HubSpot CPQ solution enables frictionless selling

Integrating a CPQ tool with your HubSpot CRM helps organizations to continue using the tools they love while enhancing their capabilities so sales reps can become more efficient. We’ve put together four important DealHub HubSpot CPQ capabilities to help you achieve a frictionless selling process. 

1. A sales playbook to guide reps through the quoting process 

Sales leaders can add guided questions using rule-based logic to ensure sales reps are making the best selling decisions possible, which helps to reduce administrative oversight. In addition, guided selling ensures consistency, speed, and fewer errors. Because sales reps must follow pricing strategies set by sales leaders they cannot discount customers out of predefined margins. 

2. Document generation to deliver sales proposals in less time

With DealHub, sales reps can generate specific documents in minutes. This includes pricing quotes, business proposals, order forms, contracts, and agreements (MSA, EULA, NDA, Terms, Privacy, etc.). Documents can be generated and populated based on pre-built templates, dynamic content, CRM-based integrated data, and information inputted during the guided-selling process.

DealHub automates the document generation process so sales reps can save time and effort, avoid costly errors, and send personalized and professionally branded documents in just a few clicks. This also has the benefit of standardizing documentation across their entire sales organization.

3. CRM synchronization to eliminate repetitive manual tasks

Sales teams spend a lot of time with manual data entry, such as coping over deal information, and product and pricing information. Not only is this time-consuming, but it helps sales reps avoid costly errors and inaccuracies that can slow deals down. Having real-time sync between your DealHub CPQ and HubSpot CRM ensures your CRM remains a single source of truth, with accurate and up-to-date information that is readily available to anyone within the organization.  

Research from our 2021 Benchmark Report for Revenue Leaders shows that sales teams using DealHub CPQ can create accurate quotes in just eight minutes. Additionally, 52% of SMB companies and 32% of enterprise organizations are able to send a proposal in less than 30 minutes when using DealHub’s CPQ.

4. Automated approval workflows to accelerate deal-closing

Approval is another key stage of the sales process where deals often get bogged down. With automated approval workflows, you can accelerate approvals, eliminate unnecessary back-and-forth communication, and shorten time to revenue.

How does it work? For each deal, you can easily configure a customized workflow that establishes who needs to provide approval, in what order, and at what stage of the deal. Approvals can happen in parallel, and documents will automatically be re-sent for approval if any revisions are made. This way, sales reps can achieve simultaneous approvals from different parties, automatically reroute approvals as necessary, and dramatically accelerate the deal-closing process.

Deliver one fluid sales motion with DealHub CPQ and HubSpot CRM

Sales teams using HubSpot need CPQ to spend more time selling and less time struggling with software and tools that do not connect well. By integrating your HubSpot CRM with DealHub CPQ, sales leaders can boost sales productivity, generate professional and branded proposals in minutes, create a thorough and robust product library, and have all their tools in one location. 

Using DealHub CPQ software with HubSpot CRM ensures your sales reps carry out each step in the quoting process according to a predefined sales strategy. This level of efficiency speeds up the sales cycle and eliminates laborious administrative processes so reps can focus on what they do best: selling. 

With DealHub CPQ, you can keep using the CRM platform you love, but with extra capabilities that help you go from quote to close in a fraction of the time. 

Learn how DealHub CPQ can work seamlessly with HubSpot CRM
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The post Eliminate Sales Friction with a Powerful CPQ Solution for HubSpot appeared first on DealHub.

Unfortunately, there are key parts of the sales process that can’t be effectively conducted through a CRM alone. Pricing is a key part of the sales process, and most companies need a modern CPQ (configure price quote) solution to configure product or service offerings, establish pricing rules and discounting guidelines, generate error-free quotes, and create professional proposals that are personalized to customers’ needs.

With a powerful CPQ software solution, businesses can streamline their sales process and reduce time-consuming administrative tasks for sales and operations teams. 

In this article, we discuss how integrating DealHub CPQ with your Hubspot CRM enhances your HubSpot experience and helps sales teams close deals faster, improves productivity, and streamlines the sales process. We also provide some guidelines and considerations on when your company should consider implementing CPQ software. 

A CPQ in HubSpot helps make the most out of your HubSpot investment

You’ve already invested a lot into your HubSpot CRM, and DealHub helps you get even more out of it by integrating your HubSpot CRM with DealHub’s CPQ solution. 

DealHub is the #1-rated CPQ and it can be deployed in a matter of weeks – whereas other CPQ solutions take 9-12 months to implement and have a 35% failure rate. And thanks to our no-code configuration environment, you can configure and maintain pricing models without any additional developer resources.

Benefits of connecting DealHub CPQ with your Hubspot CRM

DealHub CPQ streamlines the selling process and also reduces administrative oversight. Some of the benefits you will experience from implementing and adopting DealHub’s CPQ software include: 

Accelerate the speed at which deals are closed

With a CPQ, sales teams can improve response time and how quickly they produce proposals. DealHub’s 2021 Benchmark Report concluded that 52% of SMBs that have adopted a CPQ are able to send proposals within 30 minutes while 90% of enterprise organizations are able to send out personalized proposals in less than four hours.

Generate personalized and error-free quotes quickly and efficiently 

Automatically synced with your CRM, DealHub makes it easy for sales reps to create professional quotes in a matter of minutes. No need for complicated calculations, sales reps can input changes in quantity or discounts with changes immediately reflected in both systems. 

Automate lengthy manual tasks and key parts of the sales process

With automated workflow approvals, sales reps can move quickly through the deal process without endless back-and-forth communication. Sales leaders can set pricing and discounting thresholds that are either automatically approved or rerouted for manual review.

Enforce pricing strategies and best practices with guided selling

Pricing and sales strategies only need to be set once in the sales playbook. After they’re inputted, DealHub’s CPQ will take reps through guided questions about the deal to assist them in creating accurate quotes that ensure reps are in-line with organizational pricing strategies and best practices. 

Bring all of your sales tools together into one centralized platform 

Sales reps often find themselves juggling between tools that do not connect with each other, wasting valuable time and creating the opportunity for errors. DealHub is a unified CPQ, CLM (contract management), and Subscription Management platform that allows reps to handle deals efficiently from quote to close. 

Requires no coding and is quick to implement and easy to maintain

DealHub’s no-code CPQ doesn’t require any backend configuration changes. With the right permissions, sales leaders can make modifications to your product library, making it easy to maintain. 

When to consider a CPQ for your HubSpot CRM

With a CPQ, you are committing to a new tech solution and making changes to the way your team and other departments work. How do you know when you’ve reached a point when you need to invest in a CPQ to improve sales rep performance and processes? Typically it is a matter of deal and product complexity and quantity, and the need to scale up your sales operations. Below are four indications that the time has come to implement and adopt DealHub CPQ with your HubSpot CRM.

1. Accelerate the quoting process

With a CPQ you can reduce the amount of time it takes sales reps to respond to customers with accurate pricing and generate standardized and professional quotes and proposals. Guided selling eliminates time-consuming administrative tasks, ensures that no inappropriate discounting decisions are being made by sales reps and that they’re following best practices for quote creation set by the leadership.

2. Configure pricing and products with accuracy

Eliminate quoting errors and inaccuracies, whether due to a sales rep mistake or pricing that is out-of-date. In addition, all quotes and deal data are synced to your HubSpot CRM creating a single source of truth regarding products and pricing for your sales team.

3. Manage subscriptions and automate renewals

DealHub makes it easy to automate time-consuming manual tasks. For example, configure pricing strategies to make it easy for sales reps to manage renewals and expansions. 

4. Speed up approval processes

Approvals are a significant barrier to deals. It is often the case that details need to be sent back and forth, which can delay communication and slow down the sales process. This can be solved with advanced quote approval workflows that ensure adherence to the sales strategy, pricing guidelines, and legal policies. 

Enable frictionless sales by connecting DealHub CPQ with HubSpot CRM

It’s critical to your sales team’s success to offer them a frictionless selling process by investing in tools that connect with each other. By having tools that communicate and synchronize with each other, you can achieve one fluid sales motion. 

DealHub CPQ for HubSpot CRM allows you to automate manual work, eliminate costly errors and inaccuracies in pricing and proposals, and importantly, provide a better sales experience for your sales team. 

Learn more about the DealHub CPQ + HubSpot CRM integration

The post Why DealHub is the #1 CPQ for HubSpot CRM appeared first on DealHub.

DealHub has arrived at this realization after spending over 12 months interviewing some of the most influential and innovative RevOps leaders and listening to their priorities. The common themes of enabling sales teams, collaborating, and connecting and transforming processes are best expressed as a horizontally connected revenue workflow.  

Today, we’re launching a video that expresses our passion for providing sales and revenue leaders with “one fluid sales motion”. We decided to take a creative approach in explaining the evolution of common RevOps challenges by featuring Kapital, a UK-based rapper, to explain their solutions, and how the DealHub platform can empower teams to deliver one fluid sales motion. 

An exclusive look into our creative process 

We chose a music video as our medium of choice for articulating the challenges faced by RevOps leaders and how DealHub can help overcome them. We took our tagline, “One Fluid Sales Motion”, and chose to relay our message by having professional rapper Kapital communicate our vision with a rap song titled “50 Seconds of Flow”.

Kapital is a Manchester-based rapper and cofounding member of Icon-X Entertainment. He has performed with artists such as Snoop Dogg and DMX, and has received the “Mixtape of the Week” award from BBC 1Xtra.

With this talented rapper locked in, we decided to set this music video to the backdrop of a cityscape. We wanted the setting to showcase the type of workplaces where our customers use this software on a daily basis. To champion the RevOps community and their strategic influence in sales operations, we wrote lyrics to express the unique challenges RevOps leaders often face. 

THE LYRICS

Let me show you what we do – take a glimpse of the future 
Business always works better when the systems are smoother
Might as well wear a cape ‘cause the difference is super 
Sit back, we’ll take the wheel, like a trip in an Uber

So strap up, choose your lane, but we don’t do the same 
With Revenue Amplification the rules have changed
Whether money or saving time is the main priority
We deliver with ease, you don’t believe, well follow me

Listen, we don’t do all them messy deals 
The sales motion is as fluid as Messi’s skills
The platform is new and unique
Have a go, use for a week, I bet you choose to repeat

Efficiency is key the mission is to see
Sales opportunities grow – no more fishing in the sea
We’ll take you from a YOU and turn you to a WE
Unlocking revenue without turning a key

Let’s rev up a gear
You wanna reach your business peak, the level is here
With the remote ability, growth, stability
With one fluid motion the mission is clear

One fluid motion – easy

RevOps leaders struggle to deliver a frictionless sales process

RevOps leaders are crucial to the success of modern selling because they are responsible for selecting and managing sales technologies for their sales teams. Although Revenue Operations is a relatively new role that’s still evolving, RevOps leaders must be the strategic voice within their company.

But here’s the roadblock they’re facing on a daily basis: a disconnected sales workflow that makes it difficult for sales teams to do their jobs efficiently, and with as little administrative oversight as possible.

In our interviews with more than 50 sales and RevOps leaders on our RevAmp Podcast, and through data gleaned from our 2021 Benchmark Report for Revenue Leaders, it has become clear that creating one fluid sales motion – a smooth, accurate, and efficient sales processes – is paramount to unlocking revenue.

How DealHub enables companies to deliver one fluid sales motion

“One fluid sales motion” is our unique approach to removing friction throughout the sales process. With DealHub, our unified platform streamlines sales processes so teams can easily connect price quotes, contracts and subscription management into a single automated workflow.

Organizations use DealHub to empower sales teams with the following built-in capabilities:

• CPQ: With DealHub CPQ, sales teams can quickly and accurately create quotes for even the most complex deals, without additional coding required. An integrated sales playbook enables salespeople to sell strategically, while automated approval workflows accelerate approvals to move deals forward in a timely manner. 

• Contract Management: Sales teams can easily create standardized contracts and documents to ensure accuracy and compliance, and facilitate a frictionless deal-negotiation process. Reps can quickly generate documents, and contract redlining allows for quick changes to contracts. In addition, secure contract storage provides easy retrieval and review of existing and previous contracts. And because DealHub syncs with your CRM, all deal details are automatically synced between systems.

• Subscription Management: DealHub automates renewal opportunities, uncovers upsell and cross-sell opportunities, and makes it easier for multiple departments – from sales to account management to customer success – to manage subscriptions and expand revenue. 

• DealRoom: DealHub provides a single digital workplace for all key stakeholders and sales reps to collaborate and move deals forwards. Sellers may customize the DealRoom for each customer, including pricing, product summaries, and sales collateral. Additionally, automated approval workflows and integrated eSign makes it quick and easy for stakeholders to sign off on contracts.

Enable your sales reps and deliver one fluid sales motion

We were blown away by Kapital’s artistic vision in bringing to life our concept of “one fluid sales motion”. Just as his passion is music, we’re passionate about helping our customers create a frictionless sales process.

With that being said, it is critical to provide your sales organization with the necessary information, tools, and technology in order to offer the best buyer and seller experience and establish a frictionless sales process. 

With DealHub, B2B sales teams can provide a modern selling experience and an innovative buying experience, and achieve quicker revenue growth, through the deployment of one fluid sales motion.

Want to create a fluid sales motion with DealHub? 
Get a demo

The post Today In RevOps History: DealHub Debuts “50 Seconds of Flow” appeared first on DealHub.

By definition, enablement is what provides the means for any team to realize their goals – and it begins with onboarding. Businesses that provide sales reps with proper onboarding report that 85% of their sales reps become top performers within 11 months. When they don’t, only 68% of their sales reps become top performers within 11 months.

By delivering an effective onboarding process, you can enable your reps to hit the ground running and achieve faster time to revenue. And it is by empowering them with the right tools and technology that you can create a smooth and efficient sales process that enables sales reps to thrive.

3 ways DealHub helps you deliver one fluid sales motion 

DealHub is a unified platform that connects every stage of the sales lifecycle and enables sales teams to close deals faster and more efficiently. A better-equipped sales team can deliver a frictionless sales process using a guided selling playbook, which enables reps to focus on selling. With DealHub, you can create personalized and fully customizable DealRooms to streamline communication and offer your customers a superior buyer experience. Automate approval workflows to speed up time to revenue, and more. 

1. Guided selling speeds up the B2B sales process

Built into DealHub’s CPQ, a guided selling playbook enables sales reps, whether new or experienced, to sell in line with your business’ sales strategy and facilitate the best product, pricing and discounting decisions. Guided selling reduces the amount of time it takes new sales reps to ramp up and become top performers. 

Guided selling also curtails errors, as it leads sales reps through a guided and intuitive question-based flow that eliminates the opportunity to make mistakes and miss important details.

Furthermore, guided selling allows sales reps to send proposals in minutes, not hours or days. According to our 2021 Benchmark Report for Revenue Leaders, 84% of small businesses and 43% of enterprise organizations with a CPQ are able to send accurate price quotes within 30 minutes. On average, both SMB and enterprise businesses using CPQ are able to create and send accurate price quotes within eight minutes.

2. A DealRoom streamlines buyer/seller communications

Collaborate with buyers in one digital location with a DealRoom. The DealRoom has built-in functionalities and tools to help sales reps close deals faster and provides one source of truth for pricing and deal details. Contract management and legal redlining can be edited and refined by customers within the DealRoom, further streamlining the sales process. And integrated eSign guarantees that all the necessary signatures are collected as quickly as possible and with the least amount of friction. 

With a DealRoom, sales teams can avoid unnecessary meetings and email chains. It also guarantees that all sellers and stakeholders have access to all the same information and tools related to the deal. 

Create a fully customizable and branded DealRoom for each of your unique customers to provide them with an interactive and dynamic content-sharing experience to close deals faster and more effectively. 

Based on our analysis of 193,000 deals conducted via the DealHub platform, resulted in a sales win rate increase of up to three times more when using a DealRoom. 

3. Automated approval workflows accelerate time to revenue

The final stage of a deal is often what slows it down. With approval workflows, different aspects and stages of the deal must be approved by the appropriate department (e.g. legal or finance) before being sent back to the sales rep. Automated approval workflows accelerate the process, reduce lag time, and decrease time to revenue. They also cut down unnecessary back-and-forth communication and allow for parallel approval workflows to achieve simultaneous approvals from different parties. 

For example, a sales rep may need approval from two different people. If someone does not approve, once revised, it will be sent again to both people. Approval workflows can be set up based on your own dependencies and variables. 

How Sendoso delivers one fluid sales motion with DealHub 

Before DealHub, Sendoso had difficulty scaling deals and sending accurate quotes quickly.

After adopting DealHub, Sendoso is able to create sales proposals in less than ten minutes and provide their customers with a better buying experience. Additionally, contract and subscription management automates tasks that were often filled with errors or took a long time to complete. They also grew their average deal size by 15%.

Enable your sales team with one fluid sales motion

To provide your sales organization with the best experience and create a frictionless sales process, it’s vital to equip them with the right information, tools and technology.

DealHub supports B2B sales teams to achieve faster revenue growth and close bigger deals in one fluid revenue motion.

DealHub can create one fluid sales motion for your sales team.
Want to learn how?
Talk to us

The post How to Enable Your Sales Team With a Frictionless Sales Process appeared first on DealHub.

Good workforce management (WFM) not only streamlines the day-to-day operations of management, but also improves employee productivity, engagement and workplace satisfaction. For you to ensure employees are performing at their best, it’s important to invest in tools and technologies that simplify complex work and automate time-consuming tasks.

Given the abundance of workforce management software available on the market today, it can be difficult to find and choose the best solution for your company. 

Here, we dive into 14 of the best workforce management software products, including which industry they’re best suited for and key features and capabilities – so you can determine the best fit for your business needs. Note that this list is in alphabetical order and does not reflect any other sort of ranking. 

What is workforce management software?

Whether your employees are in the office, in a remote location, or out in the field (e.g. in manufacturing or construction), you can use workforce management software to support, automate and digitize day-to-day tasks that are typically performed by HR managers or department managers. 

Here are some of the key features and functionalities you might look for in workforce management software:

• Time and attendance tracking
• Schedule management
• Project management and daily task management
• Communication and collaboration capabilities
• Employee onboarding capabilities
• HR data collection and reporting
• Payroll and benefits management
• State and federal wage and insurance compliance  
• A mobile app

Benefits of workforce management software 

WFM software is designed to organize and simplify the activities Reduce administrative oversight with a guided selling playbook, automated workflow approvals, and sales operations that become easily scalable. of HR managers and department managers, but each tool or platform also provides particular benefits for employees themselves. With the vast range of WFM software choices, you can find the perfect ATS software for your needs and ensure that your employees are getting the most out of their experience.

For example, they can help employees onboard and train more quickly, complete tasks and projects more efficiently, and communicate with colleagues and managers more easily.

By investing in workforce management software, you can increase employee productivity, engagement and satisfaction, and provide them with the technology to be as successful as possible in their roles.

Let’s jump right in and learn more about each solution…

1. ADP

ADP is a powerful platform that assists HR managers with payroll, recruitment and talent management, time tracking, reporting, and analytics. With ADP, administrators can easily schedule employees and track their hours. HR managers can maintain employee contracts, COBRA, and benefit administration – ADP is HIPAA compliant as well. ADP offers mobile access for employees that are not regularly behind a desk and provides top-notch support with live 24/7 support via phone and chat. 

Best for: ADP is a great solution for companies in need of a better way to accurately manage payroll.

2. Anaplan

With Anaplan, HR managers can strategize talent and recruiting operations, optimize workforce planning and management, and maintain compensation documentation and plans. Anaplan provides real-time visibility into your workforce to ensure accurate labor forecasting. Digital collaboration features allow employees to connect and work together so they can accelerate the speed of business decisions. Detailed reporting and analytics provide managers with the ability to close skill gaps, forecast hiring costs, and collect relevant data on employee productivity and performance. Anaplan offers live 24/7 support and reps are also available via chat. 

Best for: Companies that struggle to effectively connect and manage business data from HR, Finance, and third-party sources.

3. Asure

With Asure, HR managers can simplify applicant tracking, digitize employee onboarding, automate benefits enrollment, and streamline payroll and tax processes. Additionally, managers can effortlessly track employee time and attendance, scheduling, and oversee workflows and projects. 

Best for: A good fit for companies that are scaling, want to eliminate IT complications and costs, and require a safe and secure cloud-based software solution.

4. Bamboo HR

Bamboo HR can store employee records and streamline workflows and managerial approvals. With mobile access, even employees who are out in the field or not seated behind a desk have the tools and technology to perform their tasks. HR managers can improve the hiring process with applicant tracking and customized onboarding and offboarding. Bamboo HR also offers time tracking, PTO, and payroll management. Lastly, they supply phone and chat support to their customers.

Best for: Small to medium-sized businesses who want to improve company culture and employee satisfaction. 

5. Ceridian Dayforce

Ceridian Dayforce helps organizations automate daily operational processes to quickly create employee schedules, review timesheets, and payroll approvals. With this software solution, you can reduce labor costs and ensure managers are sticking to approved company budgets and guidelines. Easily track employee productivity with task management and generate accurate labor forecasts based on data and reporting. They also provide mobile access for frontline and deskless employees and are available by phone for live rep support 24/7 or by chat.

Best for: Ceridian Dayforce is an excellent solution for enterprise organizations that are in need of better analytics, reporting, and payroll software. 

6. Gusto

Gusto makes it easier to hire and onboard new employees, track time and attendance, and manage payroll and benefits. Gusto’s all-in-one workforce management solution provides employees with features that improve productivity and allow managers to automate feedback requests and performance tools. In addition, Gusto integrates with Zoom, Slack, QuickBooks, and more to further streamline daily processes. 

Best for: Recommended for small businesses and is known for its ease-of-use, customizability, and mobile access. 

7. Hibob

Bob makes it simple and efficient for HR managers to automate daily manual processes like employee form completion, approval cycles, and onboarding. With Bob, users can digitize employee time and attendance management, send completely customizable and automated workflows and approvals, and generate insight reports to ensure managers are following best practices and employees are as productive as possible. They integrate with several other recruiting and applicant tracking softwares as well. 

Best for: Bob by Hibob, assists HR managers seeking to boost culture and employee engagement. 

8. NICE

Nice uses artificial intelligence to reduce and accurately forecast labor costs and to optimize your workforce and talent. Automate schedule creation, workflows, and time and attendance management. NICE offers users greater oversight and visibility of their workforce and provides employees with mobile access for self-scheduling and improved collaboration and communication. 

Best for: Nice is a software solution with contact centers and agents in mind. 

9. Tanda

Tanda is an Australian-based company that enables users to create rosters and track employee attendance. HR managers can streamline employee onboarding and track the status of every new employee through the process. A GPS-powered time clock, guarantees employees are clocking-in in the right place at the right time. Reduce the amount of time it takes to accurately calculate payroll and benefit compliance with automated payroll and compliance capabilities that handle the complexity of Australian payroll requirements. 

Best for: Tanda is a preferred solution for Australian-based companies because it makes it easy to navigate complex labor laws and payment regulations. 

10. Teamwork

Teamwork is for companies that work with teams, freelancers, or remote workers. This software makes it simple to manage different projects and clients. Admins can easily assign employees projects and tasks, and track task progress to ensure you’re meeting goals and deadlines. Teamwork helps HR managers by providing ready-made onboarding checklist templates to deliver a more effective onboarding experience. In addition, Teamwork integrates with other collaboration tools such as Slack, Xero, Hubspot, Google Drive, and more. 

Best for: Teamwork is a good solution for large teams or companies that frequently require outside services from marketing, creative or podcast agencies as well as freelancers.

11. UKG

UKG is an award-winning software that provides an all-in-one employee time tracking, project management, and HR solution to businesses all around the globe. From a digital employee handbook to tax compliance, UKG offers several features and capabilities that reduce administrative tasks and increase employee productivity. They also offer a workforce management app that can be accessed by employees from any Android or iPhone. 

Best for: UKG is for enterprise organizations that employ a global workforce. They also offer a self-service employee portal that gives employees access to their wages directly on their mobile phones at any time of day. 

12. When I Work

When I Work’s automated employee scheduling, time tracking, and workforce communication software saves HR managers and team leaders valuable time. Managers can easily onboard employees, approve PTO, review and approve shift swapping and more. In-shift attachments let employees know what tasks need to be completed when clocking in. When I Work provides administrators with real-time oversight of projects and helps teams collaborate more efficiently. 

Best for: Small to large businesses with shift-work employees.

13. Workday

Workday is a software platform that optimizes day-to-day manual processes and automates nearly every HR task. Administrators can easily manage scheduling and labor costs, time and attendance, absences, and payroll. Gain real-time employee insights into engagement, productivity, and more. No matter where your employees are, they always have access to the software via a desktop or mobile phone.

Best for: Workday was specially designed with CHROs in mind, providing a more collaborative environment to encourage employee engagement. 

14. greytHR

greytHR helps HR administrators manage employees throughout their entire lifecycle. Efficiently manage payroll to ensure accuracy and compliance, properly manage employee attendance and leave, and store all employee records and information digitally. 

Best for: greytHR is a good solution for small to enterprise-size businesses, particularly those based in India. 

15. OnPay

OnPay is an all-in-one HR management solution that helps businesses stay compliant. It gives businesses everything they need to navigate payroll and benefits, and it’s designed to be accurate in all industries. With Onpay, companies can meet every challenge they come across.

Best For: OnPay is perfect for small to enterprise-level businesses, whether their staff is remote, hybrid, or completely in-office.

Commonly asked questions about workforce management software

1. Why is workforce management important?

Workforce management is important because it increases employee productivity, provides managers with comprehensive oversight of their employees in real-time, and automates time-consuming manual processes. In some cases, it will also facilitate greater employee engagement with collaboration and communication tools.

2. What should I look for in a workforce management tool?

Some features and capabilities that shouldn’t be overlooked when choosing a solution include employee onboarding and training tools, time tracking and attendance management, and a payroll solution or integration. If most of your workforce is deskless, then it’s important to choose a WFM solution that also provides mobile access.  

3. How do I choose workforce management software?

A key factor here is the industry and size of your business. We recommend doing your research and comparing solutions on peer-based review sites such as G2 or Capterra to help determine which software solution fits your business needs. Once you’ve found a solution that could work for you, be sure to speak to a representative and request a live demo of the product.

How the DealHub platform supports workforce management 

DealHub helps sales and revenue leaders manage and empower their teams so they’re able to work more effectively and efficiently, and achieve greater job satisfaction and work-life balance. 

In particular, DealHub enables sales organizations to increase revenue and automate sales processes with the help of Configure Price Quote software, contract management, subscription management, and a digital DealRoom.

Here are some of the ways DealHub helps companies create frictionless work processes:

• Create a single source of truth for all employees by automatically syncing customer and pricing data with your CRM.
• Sales reps can generate accurate price quotes in minutes, without any need for additional coding.
• Improve digital collaboration between buyers and sellers in a single location with a DealRoom.
• Accelerate contract negotiations with automatic document generation and online redlining.
• Reduce administrative oversight with a guided selling playbook, pricing guardrails, and automated workflow approvals. 
• Improve employee satisfaction and improve employee retention rates by providing the tools they need to work effectively and eliminate repetitive, time-consuming manual tasks.

DealHub enables a frictionless work process for sales teams.
Want to learn how?
Talk to us

The post Top 15 Workforce Management Software Tools for 2022 appeared first on DealHub.

For those unfamiliar, “The Great Resignation” refers to the huge mass of skilled and technical workers who have abandoned their jobs for a variety of reasons. The U.S. Bureau of Labor Statistics released a summary in January 2022, finding that roughly 4.5 million knowledge workers deliberately left their jobs. But why did so many decide that their positions were no longer benefiting them? 

As the pandemic raged, many organizations decided to enforce hybrid or remote work. Employee burnout was becoming commonplace and work-life balance was teetering on the edge, and low salaries, limited career opportunities, and a lack of employee recognition caused many to feel that they could find a superior career path. And as the trend of hybrid and remote work continues, employee turnover rates will continue to rise for knowledge workers in the foreseeable future. 

Employee retention is the top C-level challenge for 2022

A survey by Fortune magazine reported that 73% of CEOs say a labor/skills shortage is the most likely external issue to disrupt their business in the next 12 months. As such, keeping top talent and minimizing turnover rate will be a key focus for C-level executives in 2022. And improving, optimizing, and streamlining the B2B seller experience will help them do so. 

It’s crucial to remember that most of today’s workforce is made up of Millennials and Gen Z employees. This population has very different expectations from employers than the previous generations. So what can be done to change their approach from “resign to rethink”? Re-evaluate existing processes and tools that may not be enabling and driving sales team success, prioritize the B2B seller experience, and create a better work-life balance.

Re-evaluation of existing processes and tools is the primary task for C-levels 

Without the proper framework of processes and the appropriate tools and technology to succeed in their roles, sales reps in B2B organizations will find it difficult and frustrating to do their job easily and efficiently. There are several reasons to re-evaluate existing processes and tools. 

First, there may be workflow processes that slow down the sales process. Manual tasks and processes are an inefficient way to sell, can be full of mistakes, and can hinder sales. Second, you may be overpaying for tools that your sales reps aren’t even using. Third, there may be better and more effective tools that can enable your sales reps to optimize the seller experience. 

In order to determine which tools are advantageous to your sales reps, find out which are being used on a daily basis, and which have been abandoned, and invest in the tools that streamline and improve the entire sales process from beginning to end.  

Prioritize the B2B seller experience

Retaining sales talent relies on prioritizing the B2B seller experience. When sales leaders ensure a greater work-life balance for their sales organization, enable the success of remote or hybrid sales teams, and use technology to maximize efficiency in the sales motion, salespeople are more likely to stay. This requires using one horizontally connected platform across the customer-buyer journey. This efficiency in sales practices leads to greater revenue execution and results. 

But what does prioritization of the B2B selling experience look like? It means enabling people in sales roles to ensure maximum efficiency, providing your sales professionals with the right tools and technology, and ditching outdated practices that no longer serve or benefit your sales team. 

Greg Munster, an authority in sales enablement, notes: the top five factors that are critical to the successful implementation of CRM and sales technology overall are: ease of use (95%), ease of data input (93%), having a “single source” of sales force information (93%), and usefulness in managing the sales pipeline (93%). Determine whether your sales tools meet this criteria to optimize the B2B seller experience and drive revenue. 

Related podcast: How Revenue Leaders Can Ride the Wave of the Great Resignation

How the DealHub platform delivers the optimal B2B seller experience

A CRM is a must-have for successful sales teams, but a CRM that syncs in real-time with CPQ software provides an even higher level of automation and optimization. How can top-notch CPQ software like DealHub help you retain high-performing sales reps? The answer is to make the sales process so efficient and streamlined that they reduce the length of the sales cycle and crush their sales goals. Here’s how:

• CPQ: DealHub CPQ empowers sales teams to generate fast and detailed quotes, even for complex and intricate deals, without additional coding resources required. A built-in sales playbook ensures sales reps can sell fast and strategically, while advanced approval workflows automate an essential part of the quoting process. Compared to other CPQs, DealHub can be set up and implemented in weeks – not months. 

• Contract Management: With DealHub, sales employees can quickly produce standardized contracts and documents, ensure contracts are accurate and in compliance, and streamline the deal-negotiation process. Real-time notifications provide your entire team and your customers with complete oversight. Enable stakeholders to close deals faster with integrated eSign. Lastly, digitally secure contract storage makes it simple to retrieve and review new and existing contracts.

• Subscription Management: DealHub enables our customers to amplify revenue faster and unlock revenue possibilities by making it simple and efficient to manage subscriptions, renewals, recurring payments, upselling, quoting, and more. Customers can also optimize and streamline their billing process by connecting subscriptions, invoicing, and collections.

• DealRoom: DealHub offers a single digital location where all relevant stakeholders can collaborate and decision-makers can move deals forward faster. The DealRoom can be completely personalized for each customer and has all the tools and information needed to close a deal. For example, some tools and information Sellers can add in the DealRoom include pricing and product summaries, sales collateral, contract management, and e-signature capabilities. In addition, you can save your sales teams from time-consuming manual tasks, as all deal and contract information is synced automatically to your CRM.

With DealHub, sales teams can quickly move buyers from opportunity to close, increase deal size and decrease revenue leakage, improve revenue forecasting, and enable sales teams to deliver one fluid sales motion. An added benefit is a smooth buying journey that provides outstanding customer experiences.

Three business benefits for our customers 

By implementing and adopting DealHub’s platform, our customers have seen improvements in their selling process, their sales reps’ work-life balance, and retention rates. What exactly do these business benefits look like for B2B sales organizations?

• Sendoso was able to grow the average deal size by 15% with DealHub. 
• Asure has successfully reduced sales rep training by 85%. 
• Blueshift has been effective in getting deals approved 500% faster with sales workflow automation. 

The benefits of using DealHub’s CPQ software that integrates with your CRM are clear. DealHub provides the framework to close larger deals faster, efficiently train and ramp up new sales hires, and optimize the seller experience from start to finish. The result of which is happier salespeople who are more likely to stay, as opposed to searching out new job opportunities. 

How DealHub helps retain top sales talent

We now know that the cost of not prioritizing seller experience in 2022 is not only the immediate impact of losing top sales professionals, it’s also the revenue gap that will increase as a result of the cumulative attrition effect throughout the year as a whole. 

To retain employees, we encourage sales leaders to evaluate your sales tech and improve the team’s efficiency and effectiveness. Increase your sales team’s performance by consolidating the software used in the closing deal stages using our Platform. Our platform is the most complete and connected revenue workflow for your sales organization. Our no-code platform empowers visionary sales managers to connect their teams and processes, execute deals faster, and create an accurate and predictable pipeline.

Learn how Blueshift empowered their sales reps
to close deals 500% faster with DealHub.

The post Why the B2B Seller Experience is Key to Retaining Top Sales Talent appeared first on DealHub.

Why DealHub is highly rated by sales teams

Organizations need every advantage when it comes to building a strong sales engine. With DealHub, they can simplify their sales processes, increase rep productivity, and develop a sales culture of collaboration and closing deals quickly.

“Rankings on G2 reports are based on data provided to us by real users,” says Tom Pringle, VP of Market Research at G2. “We are excited to share the achievements of the products ranked on our site, because they represent the voice of the user and offer terrific insights to potential buyers around the world.” 

Category leaders were determined based on reviews left on G2’s site between January 1st and December 31st, 2021, as well as G2 algorithms that take into account customer satisfaction and market presence (as explained in detail here.) Based on thousands of authentic user reviews, G2 has created a grid that shows nearly every company’s ranking in the Sales category.

To be included in G2’s “Best Software Awards”, a vendor must receive at least 50 approved and published reviews during the 2021 calendar year, and scores reflect only data from reviews submitted during that period. 

Customers choose DealHub to streamline their B2B sales

There are several reasons why Dealhub was recognized as a Top 50 Sales Product (#26, to be exact!) by G2 in 2022. DealHub has received more than 350 reviews, and in them, customers repeatedly praise DealHub’s powerful product capabilities, no-code flexibility, top-not customer support, a great implementation process, and more. 

Some of the highlights and praise we received from G2 reviewers include:

• Easy and fast CPQ implementation, in contrast to other solutions that take months to set up and are more costly.
• A highly flexible CPQ to support changing business needs and requirements. Simple to maintain, since DealHub does not require additional coding.
• Contract Management and DealRoom solutions that enable sales teams to collaborate digitally with customers and close deals quickly.
• Subscription management to automate and optimize renewals, upsells and cross-sells – relieving much of the burden on sales and customer success teams.
• Most importantly, sales operations and sales reps love using it!

As an innovator in several sales software categories, DealHub ranked as a G2 Momentum Grid Leader for CPQ, Salesforce CRM Document Generation, Sales Proposal Software, Contract Management, and Sales Engagement.

As the results show, DealHub CPQ is a powerful tool on its own. But its value dramatically increases as part of a unified sales platform for quotes, contracts and subscription management. Sales and revenue teams can use it to move customers quickly from quote to cash, ensure 100% pricing accuracy, accelerate contract negotiations, improve revenue forecasting, and deliver one fluid sales motion.

“I’d say I’m one of DealHub’s biggest fans. DealHub provides a wonderful tool that’s both simple in use and easy in administration. It’s a robust tool supported by a wonderful team that is consistently working to grow and improve its functionality… DealHub has conquered the CPQ world.”

Sarah Fuqua
Business Systems Analyst, Asure Systems

Want to see what other customers have to say? Check out the rest of the reviews from DealHub users on G2.

Who is G2?

G2 is a peer-to-peer review site with more than 1.5 million reviews as of January 2022. Reviews are posted by real users and verified by G2. Tens of thousands of companies rely on G2 to help them choose software to run their businesses more smoothly and efficiently. Because of this, many software companies strive to achieve recognition on G2 – something DealHub is honored to receive each year!

Want to see why DealHub is a top sales software leader?
Book a demo today and learn how you can deliver one fluid sales motion.

The post DealHub CPQ Recognized as a Best Sales Product for 2022 appeared first on DealHub.

Properly managing subscriptions leads to a whole host of benefits, such as subscriber growth, greater customer retention, increased lifetime value, more expansion opportunities and the ability to forecast revenue more accurately. Failing to manage subscriptions properly leads to different types of revenue leakage, like pricing errors, missed renewal, upsell and cross-sell opportunities. 

Due to our unique position in the SaaS industry and the customers, we cater – for whom subscription business is a key part of their revenue model – we’ve identified the top 10 problems companies face in their subscription management process and how to solve them.

10 common mistakes with subscription management

1. Not using CPQ software

Maximizing revenue from your subscription model requires next-generation CPQ technology. By building accurate and strategic price quotes for subscription plans right from the start, you can ensure smooth renewals and optimize future opportunities for upsells and cross-sells.

Solution: DealHub CPQ helps you streamline your subscription management with a unified sales workflow that automates renewals and recommends timely upsells, cross-sells, and bundle opportunities. Your company can easily standardize the terms and conditions offered to prospects and customers. And with automated discount approval workflows, sales leadership can protect margins while eliminating manual processes that typically slow reps down.

2. Mismanagement of co-term subscriptions

When it comes to pricing, your customers may want to change their subscription plan, products or services at any time, and in general, don’t want any complications or confusion in the billing process. Being able to unify several contracts properly, with the same start and end dates reduces errors and miscalculations. Companies that can’t keep up with customer expectations, as well as their evolving business needs, may find themselves soon abandoned.

Solution: DealHub automatically unifies your billing into a single invoice within your CRM or billing tool. This way, companies can reap all of the benefits of long-term plans and bulk license discounting, without the headache that comes with trying to either charge for everything individually or manually reconcile their payments.

3. No automated billing or invoicing

Businesses that don’t automate their subscription management are at a significant disadvantage. Without automation, sales reps are prone to miss out on additional revenue opportunities, make errors in billing and invoicing, and get caught up in manual processes that waste their valuable time and resources.

Solution: With DealHub, you can seamlessly connect your quoting and subscription processes. Provide every member of your sales team with a single source of information to automate subscription renewals and the terms according to the items the customer bought. Additionally, co-terming and revenue recognition become easily manageable. 

4. Rigid billing frequency

Rigid billing frequency leads to frustrated customers. Customers want a personalized buying experience that is tailored to their needs and preferences – this includes how often they are billed for subscriptions. Flexible payments and billing options help to increase sales, increase your annual contract value, enhance customer loyalty and potentially reach new audiences.  

Solution: Implement flexible billing that uses metrics like consumption, usage, or number of users to generate an invoice. Invest in a billing platform that can support variable billing frequency and amounts.

5. Not offering trials, discounts, or promotions 

Not offering a free trial period, discounts and promotions make it difficult to bring in new business and increase repeat business. Because these are typically most effective when they are time-sensitive, companies that rely on manual processes will be limited by the bandwidth of their employees.

Solution: Automate trials, discounts, and promotions through subscription management software to not only better manage pricing changes, but also track information that will be relevant for future marketing campaigns. 

6. Inconsistent or inaccurate pricing

Complex products and services can be hard to price accurately due to variables such as materials, labor, implementation, support, pricing tiers, and usage. Errors and inaccuracies around can lead to incorrect pricing, which results in lost revenue. This can affect deals large and small and is often part of a larger systemic issue.

Solution: DealHub helps you simplify the quoting process in your subscription business, even for extremely complex deals. Configure fully customizable quotes based on what your customers need. Sales reps can generate error-free quotes with consistent pricing across the entire organization, easily change quantities, and apply discounts without complicated calculations.

7. Missed expansion opportunities 

Research shows that roughly 65% of revenue comes from existing customers. This makes upsells and cross-sells key sources of revenue – and is much more efficient than having to acquire new customers. Without the right technology to recognize and automate these opportunities, you’re likely missing key opportunities to expand revenue. 

Solution: To maximize expansion revenue and improve efficiency, you must build a strategic framework around upsell and cross-sell opportunities. This is achievable by investing in software that helps you automate and propose offerings that proactively address your customers’ needs and reflect your evolving product offerings.

8. Poor payment management

Counting on your team to manually monitor large customer lists, and then having to resolve missed or failed payments is a waste of valuable resources. And it’s impossible at scale. Poor management of payments can also lead to frustrations with the subscription experience that cause customer churn.

Solution: Automation of the subscription billing automates the “dunning” process – or payment collection process – with a workflow for automatically contacting customers who have missed a payment. This way you can configure messages that will automatically be sent to customers. Advanced B2B payment software will reduce a range of manual tasks in the subscription billing process while making payments more efficient, with fewer errors.

9. Not providing language support and multi-currency options

Billing platforms that don’t offer accurate and automatic conversions between currencies, as well as invoice translation, will disappoint potential customers and see their sales suffer. Your customers are global, but your company has a default language and currency. 

“You may be tempted to fix the price in USD, keeping your income flow more stable and your CFO happy,” says an article in Forbes. “However, customers also like stability and may choose your locally sensitive competitor instead”.

Solution: Don’t put yourself at a disadvantage and miss out on great customers by failing to offer support for different geographies. Invest in a billing system that can process quotes and documents in multiple languages and currencies, and adapts to constantly fluctuating exchange rates.

10. Ineffective churn management

A failure to invest in mechanisms that will help you identify at-risk customers to proactively address their issues will result in higher churn rates. Without these mechanisms, it’s difficult to maintain long-term satisfied customers and high retention rates. When subscriptions are about to end, even satisfied customers may be tempted by competing companies who appear to offer something you don’t.

Solution: Purchasing decisions, especially large ones, often happen many months in advance. Make sure you build strong relationships with your customers by investing in tools that help you monitor their status and notify you if a customer hasn’t paid yet, which is an indicator they may be “at risk”. This signals an opportunity for you to check up on them and potentially offer a promotion or discount for renewal.

How can you improve the subscription management process?

In today’s subscription-based economy, missing out on untapped revenue potential due to poor subscription management puts you at a significant disadvantage. 

By effectively managing subscriptions, you can better manage customer relationships and take advantage of opportunities to maximize and optimize subscription revenue. Invest in a top-notch and easy-to-implement CPQ with built-in subscription management, so you can easily solve many of the challenges raised in this article. 

See DealHub subscription management in action

Schedule a demo today!

The post Subscription-based business? Here’s what not to do appeared first on DealHub.