What makes for the perfect match? Most would say, shared interests, mutual attraction, similar goals and life plans. True. But in so many cases, it’s often about meeting a need, or many needs, which is why quoting software and SMBs are basically a match made in heaven. Because the needs of the SMB are perfectly met by quoting software (a.k.a., configure, price, quote, or CPQ).
And while the needs of the SMB are basically consistent with the needs of ANY business–from mom and pop shops to Fortune 100 enterprises–it’s in the SMB world where meeting those needs quickly and completely often decides if an SMB thrives, or if it dies.
We see the most pressing needs of the SMB (and how sales quoting software helps meet them) as follows:
Time efficiency
Consistency/branding
Cost savings
Collaboration
Sales insights
Scalability
Time Efficiency
Time is always money, and the modern SMB has to make the most of every minute. Every time a sales rep is focused on administrative tasks is a minute they’re not selling.
But quoting software automates and streamlines the proposal creation process, saving countless hours of time for SMBs with limited resources (iQuoteXpress has been proven to reduce the amount of time it takes to create a proposal by as much as 70%). With professionally designed sales proposal templates that can be quickly customized – and templated workflows as well – an SMB can spend less time on every quote (and have a better quote, too!).
Consistency/branding
Many SMBs are often too bogged down in operations to consider the big picture of brand building, but it’s a strong, consistent brand that can help win deals and make an SMB into a Fortune 100.
Your quoting software can help here by ensuring you give customers the same look/feel with every quote. Take the time to contract a professional designer and build some branded proposal templates. For even just a few hundred dollars, you can create quote designs that set you apart from the crowd and build your brand for years to come.
Cost savings
Let’s not kid ourselves: for SMBs, enterprises, and ANY business, it’s all about keeping costs low. While they do mean an initial set-up fee and ongoing license costs, CPQ systems almost always deliver profound ROI, helping you do the work of ten sales people in one-tenth the time (and, as stated above, time = money).
Improved collaboration
While sales teams can be competitive, a win for any rep is a win for the entire SMB, and your quoting solution will allow your team to easily share winning proposals, product and pricing configurations, pitches, and more. It also helps create a level playing field for reps, giving them the same tools in their tool boxes.
Sales Insights
Find out the where, why, what, and how and every proposal, and better understand client interactions with quoting software. Most SMBs don’t need a full-on business intelligence platform, but the data attached to each winning proposal (and even some losing ones)? Priceless.
Scalability
It’s the rare SMB that doesn’t want to grow to enterprise level, so scalability in solutions is critical. Your CPQ system should scale right alongside, and not quarterly or annually: to best manage budgets and workloads, look for a CPQ provider that offers month to month licensing so you can scale as you see fit (not as they do).
The benefits show that quoting software and SMBs are the perfect fit. For SMBs looking to sell smarter, give us a ring. We can show you exactly how it’s done.
