How Visual CPQ Powers B2B Sales
Salesforce’s Configure, Price, Quote (CPQ) software streamlines B2B sales by making it easy to model deal scenarios and quickly provide leads with accurate quotes. Now this platform has a visual component that makes the whole process run even smoother: CPQ visualization software.
A 3D and augmented reality configurator built into the CPQ tool eliminates common friction and hesitation points to improve the customer experience and drive more sales. Even better, visual CPQ is remote-friendly, which means sellers can close deals with confidence even when they don’t have access to physical products.
Here’s how a CPQ visual product configurator enhances B2B selling.
High-Quality Visualizations Build Buyer Trust
CPQ software often involves complex custom solutions and big-ticket items. A lead’s decision to convert requires a high degree of trust in the seller. But how can any customer be confident investing in an x-ray machine with dozens of custom inputs that they can’t preview before purchasing?
In B2B sales, buyers trust what they can see with their own eyes. Factors like customer reviews and written content are important, but testimonials don’t provide a full view of what a custom solution will look like in action. Businesses expect vendors to provide tailored, interactive visuals: in a recent survey by Salesforce, a whopping 72 percent of business buyers said they expect vendors to personalize engagement to their needs.
Salesforce Visual CPQ
CPQ visualizations are fast, precise, and can render highly configurable, dynamic products. In industries like manufacturing and medical devices, products are generally large and complex. A CPQ configurator can show a prospective buyer a 3D rendering of a solution in one of these industries in real time, complete with all selected options, features, colors, or other inputs.
See here how an engine is configured in 3D on Threekit’s CPQ integration:
When it comes to purchase decisions, B2B isn’t all that different from B2C: high-quality visuals boost trust, and trust boosts conversions.
Visual CPQ Streamlines the Sales Pipeline
Even with a standard CPQ application, buyers sometimes have to wait for sellers to refer back to their product or engineering teams to draw up a visual of the product. This days-long pause in the sales timeline is frustrating for buyers and salespeople alike.
Integrated CPQ visualization, on the other hand, adds immediacy to the sales process. With Threekit’s CPQ visual product configurator, a sales rep can queue up and share a 3D product visualization during their conversation with a buyer. No wait needed.
When sales reps are empowered with product visualization tools, they can accelerate the pricing and quoting process. In Threekit’s configurator, once the visual configuration is saved, CPQ software instantly quotes the line item with customized options and correct pricing. If the customer adjusts their request, the sales rep can easily go back and update the CPQ configuration at any time.
When sales reps save time at each step in the pipelines, they can close more deals.
Give Time Back to Product and Engineering Teams with Visual Product Configurators
The efficiency of CPQ visualization powers a virtuous cycle for other parts of a business, particularly product and engineering teams.
When salespeople have visual CPQ capabilities, sales, engineering, and product teams can streamline their operational processes:
- Sales reps gain autonomy in buyer conversations because they don’t have to rely on product and engineering teams to produce visual configurations.
- Sales, product, and engineering strengthen collaboration by decreasing back-and-forth between all teams during sales.
- Product and engineering can spend more time innovating instead of putting together one-off configurations.
When engineering and product teams are freed from spending time generating prototypes for prospective clients, they can focus on improving solutions, designing quality products, and delivering those products to customers.
Drive Customer Satisfaction with Visual CPQ
CPQ visual configurators help sellers overcome common buyer objections and close more deals, but the benefits don’t end with the sales team.
By enhancing the overall sales experience for the customer with speed, quality of resources, and precision, visual CPQ promotes customer satisfaction. Happy leads are more likely to become repeat customers.
Customer experience plays an increasingly critical role in business. According to Salesforce research, 80 percent of surveyed customers say that the experience a company provides is as important as its products or services. B2B is no different: 82 percent of business buyers want the same experience as when they’re buying for themselves.
Satisfaction with the buying experience alone, however, can’t make up for an unsatisfactory product. Visual CPQ makes sure customers know exactly what they’re getting. The high level of visual detail in a CPQ configuration captures the quality of the physical product, which ensures there won’t be any surprises when it arrives.
Unlock Trapped Revenue with Visual CPQ on Salesforce
Salesforce CPQ is closing the gap between the often disconnected, time-consuming B2B sales process and the ease of B2C online shopping. CPQ visual configurators close that gap even further by giving business buyers the same visual experience they get when they shop for themselves.
If you’re interested how Threekit and CPQ work hand-in-hand to transform the B2B sales process, check out Threekit on Salesforce appexchange.