When you flip a switch and the lights come on, do you think anything of it? Of course not. It is only when the power goes out that you realize how important it is. Whether you’re literally sitting in the dark or it’s just your laptop battery that dies, you always know instantly when you are without power. Selling is often the same way.
It is not so easy to tell when your salespeople are selling without power. They don’t just shut off or go dark. So how can you tell? One way to know is after you’ve lost a sale, but by then, it’s too late.
Fortunately, there are some other signs to look for, that if detected in time, can prevent lost sales. Here are a few:
- Salespeople constantly have to chase down an expert for answers
- There’s a high number of quoting errors and rework needed
- You feel you may be hard to buy from because it takes too long to get a quote out to a customer
APC recognized the signals. It’s this power-conversion company’s business to keep the power on for its customers. Their salespeople need to quickly and accurately configure, price and quote highly engineered power-protection and environmental-control systems—not an easy task.
With Cincom’s CPQ, they’ve cut their proposal time from five days to just 15 minutes and made it easier for hundreds of global resellers to select their products.
APC now puts more focus on ensuring that their customers always have power, while Cincom ensures that APC’s salespeople always have what they need to close, cross-sell and upsell these complex configurations. This power-conversion company is able to turn knowledge into more than just power.