Enterprise Sales Tech

Category Glossary

Sales Tools to Close More Deals

Referred to as CPQ, these solutions make it possible to put together quotes for complex solutions that could have multiple configuration options and to price them according to each specific customer’s pricing schedule. Rules and logic intelligently guide sellers or buyers through the product configuration process. Some offer 3D visualization options to see the product creation in real time as each option is selected. We have not included solutions that are meant strictly for self-service ecommerce.

Typical functionality includes:

  • Quotes that can include bill of materials, drawings, spec sheets and more

  • Accurate pricing data for each account across any channel (sales, web, channel)

Creating professional proposals with custom fields and variables to automatically insert information like client and company names. Also saving product descriptions, case studies, images, or entire proposals in one content library. Solutions may include co-authoring and other collaboration as part of the workflow. May include RFP automation capabilities which can automatically draft relevant answers.

Typical functionality may include:

  • Approval roles and routing

  • Co-authoring

  • Content repositories

  • Esignatures

  • Invoicing

Esigning functionality is more and more found inside of other solutions (such as Contract, Proposals and RFQ software). However, many of these can still be purchased stand-alone. 

Typical functionality includes:

  • Sending documents to one or more parties for signing

  • Tracking who has signed

  • Automatic distribution of signed documents.

Pipeline Reviews are  a cornerstone of the sales process. Managers and salespeople alike, need a way to make these sessions more productive. These solutions provide a means for having a standardized process and standardized views of information.

Look for:

  • List views and filtering

  • Configurable actions

  • Goal identification

  • Survey-type pre-meeting input

You can retain revenue and drive account expansion when your salespeople and other customer-facing employees have a 360° of the customer. These solutions provide a single, unified system of record for each and every customer along with health scoring and critical status changes.

Typical solutions include:

  • Mapping and syncing fields across all relevant systems

  • Centrally managing data work-flows

  • Central view or profile of all relevant customer information