Shortens time to build customer relationships

Subscription businesses are all about building strong customer relationships. If you reduce the length of the sales cycle with technology you minimize contact time and the chance to develop that connection. Therefore, you need to make the time you do have count with a smooth experience.

High quality sales cycle

This is your chance to improve the length of your sales cycle, enabling your team to close deals sooner with greater customer satisfaction and better resource allocation thanks to simplified selling flows. You can help customers feel confident in your ability to understand their needs, whilst also being in control of their choices.

Misinterpretation of buyer intent

If you approach sales as being solely about data then your company will lose the human touch and it won’t resonate with customers. Leveraging data is not about replacing people with technology. To be data-driven means having the right technologies to collect the necessary data that helps increase the harmony between sales teams and customers.

Drive high conversion rates

Increase order value, up-selling and cross-selling, and increase customer retention through a more personalized approach to sales. Start by implementing an event-driven system that deciphers customer journeys. Then, leverage the insights to improve customer experience and engage with customers at the right time.

Roadblocks  for users

Effective guided selling, CPQ development and a great customer experience are ongoing processes. If you implement a traditional system, for example, a standalone CPQ and guided selling solution or one that is embedded in a CRM, that is neither built for subscriptions nor users, it will create integration complexity with your subscription billing tool, more manual tasks and continuous costs, which defeats the purpose of sales efficiency. 

Seamless sales process and customer journey

Start by choosing a system that is built for users to manage subscription sales complexity. When users feel good about their experience, the benefits become greater than the sum of their parts. Sales reps are more motivated and efficient, customers become advocates of your brand and customer retention increases.

Losing the human touch

The use of automation is good, but don’t go overboard simply because you can. Automated procedures ought to be adaptable to user and client needs as well as business size. Complicated automation rules for customer segments could become impersonal and involve too many business functions when there are modifications. Automation shouldn’t be the main goal; instead, it should be to enhance user experience and cater to their demands.

Better engagement with reduced cost

Start simple by making sure automated processes are based on customer feedback as well as data analysis. Then help customers to feel informed with concise information, showcasing clear product differences and benefits, and providing the opportunity to ask questions so you accurately understand what they want. Churn prevention can start at point of purchase by giving customers the information they need to choose products or services that are right for them and that meet their needs. 

Mandated sales paths

If you don’t get it right, autonomy can hold down revenue or limit your ability to adapt to individual user needs, which will ultimately increase frictions in the sales proess. The challenge is not to let CPQ and guided selling mandate sales paths, for example, allow sales reps to apply controlled discount and customers are not hassled by recommendations.

Flexible offerings

You can create a clear path for profit. Guided selling and modern CPQ give sales reps of subscription businesses the opportunity to personalize experiences for customers in a controlled environment so that the sales processes can move forward in a structured way.  Start by remembering there are two sets of users—your sales reps and your end customers. Consider the design from the position of both groups, allowing for personal choice and flexibility.