A quotation is about presenting your solution, establishing trust and present a concrete offering. Sound simple enough, right? But why are there are so many opinions when it comes to quotations? It’s because everyone has their own view on what’s important. So how do we solve this? It’s basically all about understanding the noise and […]

Decisions that are based on sound knowledge are most likely to have a good outcome. Make sure you provide it! When your prospect requests a quote from your company, he or she is most likely requesting the same from several of your competitors. So, some obvious questions follow… How do you stand out from the […]

Say YES and there will be NO profit. This is the reality that more and more companies are facing. This is because the cost of a YES has increased. It’s because a YES will result in a customized, non-standard adaptation of an existing product. Global competition The global market has really put pressure on the […]

The answer to this question is simple. A lot! When you hand over a sales quote to a prospective customer, you are providing much more than just a list of products or services and some commercial terms. A sales quotation also tells a story about who you are as a company. And it can be […]

Reality check! What is happening at your company? Some people is leaving. Some new people are joining. This is nothing new. The new thing nowadays is that for every two people leaving the company there will be one replacement. This is a game-changer. Let’s assume the old folks have some average experience of ten years […]

When we introduce our CPQ tool to a new customer it’s very seldom their first configurator. I tend to ask the question why there is a need for a new configurator. This is the answer that we often get. So here we go, how you could tell the difference between the old dinosaur and the […]