Salesforce CPQ

Learning Objectives After completing this unit, you’ll be able to: Describe how contracts and Salesforce CPQ quotes are related. Explain how you can amend contracts with Salesforce CPQ. Describe how Salesforce CPQ automates renewal opportunities and quotes. List advantages of contract and renewal automation. When One Contract Ends, Another Begins (AKA Renewals) We’ve talked about quotes and how you create them on an opportunity. We’ve also walked through how you select products for your quote. For some customers, you choose subscription-based products or services that have a defined start and end date. In those cases, your Closed/Won quote and opportunity result in a contract for the duration of those subscription products. Eventually the contract will end, and you’ll have an opportunity to create a quote for a renewal sale. Salesforce CPQ automates this entire process so creating contracts and quoting renewals is seamless for you and your sales team. Salesforce C...

Learning Objectives After completing this unit, you’ll be able to Describe the advantages of using a Quote PDF generator. Identify common content included in a Quote PDF. Explain how a single dynamic template can result in the perfect Quote PDF. Describe how Salesforce CPQ handles quote distribution. A Perfectly Balanced Quote We talked in the second unit about the different things that   quote   can mean in Salesforce CPQ. In this unit, we talk about the quote as the document you give your customer. This document contains information about the products and services your customer is interested in buying. Why does Infinity Solutions need PDF quotes? Your customers want a summary and details about products and services that they’re considering. Your customers want a breakdown of prices and totals of those items. Infinity Solutions wants to provide accurate information to your customers, and wants to give them that information quickly in a stand...

Learning Objectives After completing this unit, you’ll be able to: Describe how businesses benefit from the Salesforce CPQ pricing calculator. Describe times when the Salesforce CPQ pricing calculator is used when you quote. Describe common pricing requirements you can meet with out-of-the-box Salesforce CPQ. The Price Really Is Right The business world is ever changing, and dynamic pricing in Salesforce CPQ gives you the flexibility you need to respond to that change. You and the sales reps at Infinity Solutions have to have the correct pricing at the right time to present quotes that are valid and proper. With Salesforce CPQ’s pricing calculator, you’re confident that pricing is correct at all times and that your quotes don’t include manual calculation errors. For example, Seamus from sales operations can easily make changes to Infinity Solutions’ pricing, and you and your sales team see the updated prices when you quote. When you add products to a quote...

Learning Objectives After completing this unit, you’ll be able to: Explain how good product selection helps salespeople create viable quotes. Describe the three main ways Salesforce CPQ facilitates product selection. Describe the user experience when using guided selling. Define important qualities of a bundle. A Dash of This, a Sprinkle of That When you put together a quote, you’re working out what Infinity Solutions is selling and at what price. What you’re selling depends on what your customer is asking for. Although this process seems straightforward, there are some potential complications. For example, what if you don’t know which products best meet your customer’s requirements? Or, what if some products have to be combined with other products to function properly? If you create a quote that isn’t technically viable, you have an unhappy customer, you’re frustrated, and the sales process is delayed. Salesforce CPQ simplifies product selection so you create quo...

Learning Objectives After completing this unit, you’ll be able to: List two meanings of the word  quote  in Salesforce CPQ. Describe how the Salesforce CPQ quote relates to opportunities and products in Salesforce. Identify sale details that are common to most quotes. Explain the role of a primary quote. A Quote By Any Other Name When your customers ask for a quote, they’re generally looking for details about a potential purchase, such as what they’ll be getting and how much they’ll be paying. You might give this information to them in a printed document, an email, or a phone call. Since a quote can mean different things to different people, let’s take a moment to define what a quote is within the context of Salesforce CPQ. The truth is that we use the word “quote” in two different ways in Salesforce CPQ. We’ll start with what most people think of when they hear quote, which is a document that contains information about the products and services your cust...

Learning Objectives After completing this unit, you’ll be able to: Describe the role of Salesforce CPQ in the sales cycle. Identify inefficiencies common to legacy sales processes. Explain how Salesforce CPQ addresses sales team pain points. Make Customers VIPs with CPQ. ETA? ASAP. You and the rest of your sales team at Infinity Solutions want to close deals, fast. That is a fact. It’s one of the reasons you use Salesforce. It’s also a good reason to spend some time in this module, where you’ll learn about Salesforce CPQ, a native Salesforce app that helps you and your team close deals even faster. CPQ stands for configure, price, and quote. To remember that, think of these questions: What products does the customer want to buy (configure)? How much do those products cost (price)? How can we give the customer details about the sale (quote)? You ask and answer these questions every day. Salesforce CPQ makes the process much easier for you and your team. And it h...