Every purchase your B2B customers make will impact their ROI, business processes, employees, and end users. Understandably, buyers need information and time for consideration before making their decision. But what if there was a way for you to map out the buyers’ decision-making process and improve the experience to increase sales?
The buyer’s journey is a sales funnel experienced from the prospect’s point of view. It outlines all of the interactions and decisions that occur after identifying a problem, researching for a solution, and making the final purchase.
As a specialty manufacturer, when you understand how your buyers make purchasing decisions, you’re in a position to increase your sales — as long as you act on the insight.
With so much competition in the specialty manufacturing industry, improving convenience and speeding up the sales process will help convert more casual browsers into repeat customers. Unfortunately, the traditional methods for configuring custom orders can be anything but quick and convenient. That’s where configure, price, quote (CPQ) software comes in.
CPQ allows buyers to select and configure products using a robust online portal to generate their own quotes, transforming the drawn-out sales process into an enjoyable experience similar to shopping online. Manufacturers can program complex configuration rules into the portal that pr event customers from building nonviable products and placing an incorrect order. The streamlined workflow both improves accuracy and speeds up the time to quote.