Do you remember your first cell phone? It was originally designed for the same purpose as the smartphone you use now. That’s because it was meant to allow you to communicate by calling and sending messages. But thanks to advances in the cell phone industry, today’s smartphone can do much more than your old phone. These improvements were made step by step and function by function. This has allowed a smooth transition from the large and bulky brick-Nokia-to the small supercomputer you carry in your pocket today. Similarly, changes are constantly taking place in the business world, with Salesforce introducing new features up to three times a year! This ensures that users are always up to date. In this article, we’ll list our three favorite features that appeared in the Winter ’21 update to Salesforce CPQ. See what your business can gain and how CPQ will increase indirect sales!
Higher indirect sales through product recommendations
Selling more products is always a good option for your business. But how do you increase sales? By giving your sales reps tips on products related to those already on offer. Selling a cell phone? Suggest buying a compatible charger! Perhaps a headset that fits the phone would also be a good suggestion? There are many options available, and with the new Product Recommendations plug-in in Salesforce CPQ, you won’t miss any of them. To use it, a sales rep only needs to click one button in the Quote Line Editor. When the recommendation page appears, you will be able to add recommended products on it. Upselling has never been easier!
Dynamic control of bid fields displayed in the quote line editor
Ever wondered how to make indirect sales more efficient? First of all, by saving your sales representatives’ time and providing them with tools where they can find only what they really need. Why do they need dozens of fields in the offer editor if they’ll only use half of them? The new Salesforce CPQ feature allows you to dynamically customize quote fields in the editor and hide all information not related to specific business units, products or territories.
For example, if your sales team A sells only subscription products and your team B sells only one-time paid products, now you can control the editor so that only team A will see the subscription terms, start date and all other fields related to subscription products. Your B team won’t have to scroll through fields they don’t know about. In this way, you will avoid unnecessary confusion and increase the effectiveness of indirect sales.
Sell add-on products and prevent backdated changes
Sometimes your sales reps want to sell add-on products or subscriptions based on a modified offer. However, you don’t want new offers to be created with modifications that have start dates earlier than the start dates of existing offers that made changes to the original offer. So how do you kill two birds with one stone? By choosing a flexible solution like Salesforce CPQ! Winter ’21 update combines both of the aforementioned business needs and allows you to sell additional products as part of a bid modification, while preventing you from saving revisions with dates earlier than those included on already existing corrective bids.
Higher indirect sales thanks to CPQ – summary
In summary, with the Winter ’21 update to Salesforce CPQ, you can display complementary products in quotes using the new product recommendation plugin and have visibility into relevant fields in quotes – depending on your specific business needs. You’ll also enable sales reps to add products as part of quote modifications, safe in the knowledge that no backdated adjustments with incorrect start dates will be saved. These are our favorite features included in the Salesforce Winter ’21 update. But that’s not all the new features! Want to learn more about the new features? You can do so here!
If you want to read more about Salesforce CPQ, which is now part of Revenue Cloud, click here.
Have questions about Salesforce CPQ, want to schedule a demo, and most importantly – increase indirect sales? Get in touch with us.
