Guided Selling for Biotech
Struggling to keep pace with the market growth in Biotech?
The challenge
Sales reps are frequently configuring biotech products that are nonviable from a technical standpoint
You sell technically complex biotech supplies and have to control a vast product catalog with tons of options. Your sales reps are struggling to master your numerous dependencies and product rules, and it takes weeks, if not months, to get new hires up to speed. Mistakes are common, leading to delays. Customers are becoming increasingly unsatisfied, as are your engineers.
You want a way to quickly and easily narrow down your expansive biotech product catalogs into carefully optimized customer-specific selections. You need to remove the immense pressure on sales reps, eliminate mistakes, and clear engineering bottlenecks to deliver what labs and healthcare professionals need right now.
The solution
With guided selling, everyone can find the right solution for their specific use case
Guided selling walks your sales reps and customers through a series of calibrated questions designed to find the perfect product fit. Triggers encourage reps to push for upsells, cross-sells, and bigger deal sizes. The best part: every configuration is viable from an engineering perspective.
Simplifying your sales process with guided selling shortens sales cycles by 38%, allowing you to 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.
“Our sales team previously submitted quotes to our engineering team multiple times for rework until they were correct. With Epicor CPQ, they now create quotes that reflect our engineering rules for our customers immediately.”
“We expected to create a more modern workflow for our commercial team. We didn’t expect to have a configurator that is also enjoyable to use.”
Featured Resource
Sales & Engineering Automation with CPQ: A Biotech Industry Guide
Learn how Biotech Single-Use and Processing companies are reducing their sales cycles to meet increased demand for their products.
Sales and engineering automation through the use of CAD drawings gives you this ability, providing sales reps with the visual outputs they need to win deals, without having to rely on an over-stretched engineering department that should be focussed on innovation rather than transactional sales tasks.
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