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

CPQ vs ecommerce: Exploring the differences and complementarity
Web CPQ vs Ecommerce
February 28, 2023 Written by
Sales optimalisation CPQ software

CPQ vs ecommerce: Exploring the differences and complementarity

In today’s rapidly changing economy, companies are always on the lookout for ways to improve their sales processes. In recent years, Configure Price Quote software and ecommerce have proven to be useful tools for these companies to sell their products and services in an easy way. While the two approaches might seem similar at first, there are some key differences that are important to consider. Let’s take a look at these two online solutions, their similarities and differences, and how they can complement each other to help businesses grow.

read more
Must-haves of a CPQ solution in 2022
06 22 Must haves CPQ web
June 28, 2022 Written by
CPQ software

Must-haves of a CPQ solution in 2022

More and more manufacturers rely on CPQ or Configure Price Quote software to sell their complex products online, causing the CPQ market to exponentially grow in the past couple of years. There is now a wide variety of CPQ solutions available, but what are the must-haves in 2022? Which options are essential and will help you get the best ROI? Whether you’re already using CPQ software or still looking into buying one, our top 7 must-haves will help you select the right tool for you.

read more
How to increase sales for your manufacturing business
09 21 Increase sales manuf web
September 23, 2021 Written by
Sales optimalisation Manufacturing industry

How to increase sales for your manufacturing business

Manufacturers are often struggling with long and complex sales processes, making it hard to increase sales. This has to do with the complex nature of the goods, but also with the fact that B2B sales requires various stakeholders to work together. On top of that, the manufacturing market has had some intrusive changes: increasingly demanding B2B buyers and global competition continue to impact companies. Increasing sales in manufacturing is therefore not as straightforward as it often is in other industries. We are bundling some tips to increase your sales again. Read along!

read more