In business, we often think that our offer perfectly matches our customer’s needs. It’s an illusion: 8% of companies were on a par with the customers surveyed in a Bain study – while 80% of the 362 companies responding to the survey thought they were offering a superior experience to their customers. Two explanations: The […]

CPQ (for Configure, Price, Quote) is one of the most fundamental steps in the sales process, but it’s also one of the most complex – not least because it involves a great deal of collaboration with other departments. In this article, we review how to evaluate a CPQ process, why to optimize it, and all […]