Book Image

The Salesforce CPQ Implementation Handbook

By : Madhu Ramanujan
Book Image

The Salesforce CPQ Implementation Handbook

By: Madhu Ramanujan

Overview of this book

Salesforce CPQ is innovative software that enables you create better quotes, improve quoting accuracy, and maximize sales and deals. It also provides a quick analysis of profits and losses, helping you improve the overall execution of sales processes, and allows a great deal of flexibility for your prospects, customers, and business partners. The book starts with the Quote-2-Cash business process in Salesforce and shows you how to assess when a business needs to implement CPQ. You’ll then progress to configuring opportunities, quotes, and CPQ products. As you advance, you’ll understand how to define and configure price books, price rules for CPQ quote automation, multidimensional quoting, and more. Next, you'll look at how to configure CPQ guided selling and create package configurations, contracts, and amendments. Later chapters will demonstrate how to perform data migration from a legacy system and the order in which the objects are to be migrated. You’ll also explore CPQ billing and its advantages with the help of different use cases before learning about Industries CPQ and how it is different from standard Salesforce CPQ. Finally, you’ll discover best practices for achieving optimal CPQ performance and avoiding performance bottlenecks. By the end of this Salesforce book, you’ll be able to implement Salesforce CPQ for any business.
Table of Contents (17 chapters)
Section 1: Getting Started with Salesforce CPQ Implementation
Section 2: The Next Stage of the CPQ Journey
Section 3: Advancing with Salesforce CPQ

Guided selling and its advantages

Guided selling in Salesforce helps admins create a set of questions that can be used by reps in the Quote Line Editor (QLE) while adding products to a quote. For example, these questions collect relevant customer data, such as the type of products the customer wants to buy, customer size, customer type, whether they are a partner or an end customer, and volume. It can also include information such as location, industry, and other specifics depending on the nature of your business. When there are many products, guided selling is like an interview process that can help reps quickly and easily sort their products. This will help reps easily navigate through large product catalogs. At the beginning of the quote creation process, when the reps are ready to add products to the Product Selection screen, they will start with a Guided selling screen, which presents a series of questions.

To set this up, your business should have at least one question to...