08 20 CPQ New Normal web

How CPQ Fits Into the New Normal for B2B Sales

COVID-19 has left nothing unaffected. While the pandemic is lasting a lot longer than we all thought/hoped, it is important to identify the ways it has impacted us. In this short article, we will briefly discuss how B2B sales have been redefined since the start of the outbreak, and how CPQ can answer the (new) needs.

Pauline cutout
August 25, 2020 Written by
Pauline Van Daele

How CPQ fits into post-COVID B2B sales

COVID-19 has since its outbreak in the beginning of 2020, forced us to reinvent our habits and practises. Quarantining, lockdowns and travel restrictions have all driven us to use digital alternatives in a new, remote world. Sales representatives had to find a different way of communicating their traditional sales processes: Almost 90% of sales had moved to a videoconferencing (VC)/phone/web sales model (McKinsey, 2020). The effectiveness of remote selling is up for debate, though more than half believe it is equally or more effective than the traditional sales models. 

Now that we have been dealing with the pandemic for a couple of months, it is clear that the sales business won’t be like it was before. We are slowly entering a new kind of normal. COVID-19 has accelerated previous trends like the consumerization of B2B, tech-enabled selling and e-commerce. How can companies adapt to this new environment? 

It is important to look at your customers’ changed needs. During the pandemic, they experienced the efficiency of self-service tools. A fast digital service for your customers has been proven to be indispensable. However, make sure to tackle the biggest buyer frustrations too: a long ordering process and the difficulty of finding products will drive your customers away. Optimize your e-commerce platform while making sure you offer flexibility to help your customers. 

And this is exactly where HiveCPQ can come into play. Our CPQ software offers you a direct channel for your customers to configure their own products in a self-serving instrument. They have immediate access to the right prices and price differences, and they have the option to download good-looking quotes within seconds. HiveCPQ lets them order, track the status and contact the customer service all in one platform. 

HiveCPQ tackles some of the most important challenges B2B sales are facing after the COVID-19 pandemic: digitalization, e-commerce, automation and self-serving tools for customers. Now more than ever, we need a CPQ system for our industry.

Do you want to know more?

Related articles

Time is money: the importance of time efficiency
03 22 Time is money web
March 28, 2022 Written by
Sales optimalisation

Time is money: the importance of time efficiency

“Time is money”, the famous words from Benjamin Franklin prove that time efficiency was even in 1748 a trending topic. Today, the pressure is higher than ever to not waste any time, which has in turn influenced customer behavior. Customers today are demanding a better and faster buying experience. How can you handle this growing difficulty as a company?

read more
Demonstrate the feasibility of CPQ with a Proof Of Concept
03 23 SIB web NEW
March 22, 2023 Written by
CPQ software Hive methodology

Demonstrate the feasibility of CPQ with a Proof Of Concept

Since the beginning of Hive, we have started nearly all our Configure Price Quote projects with a Proof of Concept, which we have called a Seeing Is Believing or SIB. What exactly does our Seeing Is Believing entail? What are the advantages of this approach and which results can you expect on which time frame?

read more
Economic Uncertainty? The Value of Investing in CPQ During Times of Crisis
06 23 Economic Uncertainty WEB
June 21, 2023 Written by
CPQ software Manufacturing industry Hive CPQ

Economic Uncertainty? The Value of Investing in CPQ During Times of Crisis

In times of economic uncertainty, manufacturing enterprises are often challenged with reluctance to making business investments. Economic crises tend to trigger cost-cutting measures and cautious spending. However, Configure Price Quote (CPQ) solutions can be considered as an exception, since it forms an essential tool to support sales and provide potential benefits. Let’s take a look at why investing in CPQ in times of crisis is so crucial.

read more