Guided Selling for Heavy Equipment
Sell more equipment. Build it faster.
Wouldn't it be great if you could: sell any product simply and seamlessly no matter its complexity; provide a visual customer experience which boosts conversion rates by 40%; and run your business more efficiently by removing bottlenecks and breaking down silos between sales, operations, and engineering? Well, with Epicor CPQ, you can.
The challenge
Sales reps are frequently configuring machinery that’s nonviable from a technical and profitability standpoint
You sell technically complex equipment that’s controlled by a vast set of product options. Your sales reps are struggling to master your numerous options and product rules, and it takes weeks, if not months, to get new hires up to speed to sell a machine. Mistakes are common, leading to delays, errors, refunds, and chargebacks. Customers are becoming increasingly unsatisfied, as are your engineers.
You want a way to quickly and easily narrow down purchasing decisions into carefully optimized customer-specific selections. You need to remove the immense pressure on sales reps, eliminate mistakes, and clear the engineering bottlenecks that threaten to force customers into the hands of competing heavy equipment manufacturers.
The solution
With guided selling, every sales rep becomes a top performer and a trusted advisor to your customers
Guided selling walks sales reps through a series of calibrated questions designed to find the perfect customer-product fit and boost the odds of achieving a sale. Triggers encourage reps to resolve conflicts, push for upsells, cross-sells, and bigger deal sizes, knowing that every piece of equipment being configured is assured to be viable from an engineering perspective.
Simplifying your sales process with guided selling shortens sales cycles by 38%, letting you 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 now eliminated.
“Our teams were able to take a creative hook and put a well-thought out strategy behind it in order to engage dozer customers and attract new ones.”
“We are making it easier for our customers to accurately configure several of our most customized products in a virtual and self-service way.”
Featured Resource
Uniting Sales & Manufacturing Teams: The Role of Visual CPQ
Product variation compounded by the complexity of multiple pricing models can create confusion and inefficiency among your organization’s engineering, manufacturing, and sales teams. In this four-part guide, we’ll uncover how to address challenges like these in your sales to manufacturing processes by using CPQ software.
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