Guided Selling for High Tech
Sell complex equipment more easily and manufacture it faster.
Wouldn't it be great if you could: sell any product simply and seamlessly no matter its complexity; provide a visual customer experience which boosts conversion rates by 40%; and run your business more efficiently by removing bottlenecks and breaking down silos between sales, operations, and engineering? Well, with KBMax, you can.
The challenge
Sales reps are frequently configuring highly technical products that are nonviable from a production and profitability standpoint
You sell technically complex products with a vast array of options. Your sales reps are struggling to master your numerous product rules, dependencies, and configurations. It takes weeks, if not months, to get new hires up to speed. Mistakes are common, leading to delays, returns, refunds, and chargebacks. Customers are becoming increasingly unsatisfied, as are your internal teams.
You want a way to quickly and easily narrow down vast and highly technical product catalogs into carefully optimized customer-specific selections. You need to remove the immense pressure on sales reps, eliminate mistakes, and clear the engineering and production bottlenecks that threaten to force customers into the arms of your competitors.
The solution
With guided selling, every sales rep becomes a top performer and a trusted advisor to your customers
Guided selling walks sales reps through a series of calibrated questions designed to find the perfect customer-product fit and close the sale. Triggers encourage reps to push for up-sells, cross-sells, and bigger deal sizes. And the best part: Every configuration is viable from an engineering perspective.
Simplifying your sales process with guided selling shortens sales cycles by 38% letting you move more customers through the sales pipeline. Sales can spend more time selling, and engineers can spend more time innovating. The time-sapping back-and-forth between the customer, rep, and engineer is eliminated. Global high tech manufacturer, NI, converted a five-day configuration process to just five minutes with guided selling from KBMax.
“We thoroughly evaluated multiple vendors in the CPQ space and chose Epicor CPQ. Its robust configurator, best-in-class visualization, and enterprise flexibility were major factors in our selection.”
“We already see developments that will change the manufacturing industry through 2023 — for example, uniform physical goods that are transformed into unique digital items through the use of information technology — so the time to act is now.”
Featured Resource
Uniting Sales & Manufacturing Teams: The Role of Visual CPQ
Product variation compounded by the complexity of multiple pricing models can create confusion and inefficiency among your organization’s engineering, manufacturing, and sales teams. In this four-part guide, we’ll uncover how to address challenges like these in your sales to manufacturing processes by using CPQ software.
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