There are three key ways to ensure that quotes are appropriately priced and packaged:
- Reducing excessive discounts,
- adding cross-sell products
- adding upsell products
Let’s go get some context first.
Quote to cash is an end-to-end business transaction between the buyer’s interest in the purchase and the realization of revenue. The processes included are Configure Price Quote, Contract Management and Revenue Management. An effective Quote-to-cash process requires sales partners along with financial partners, legal partners and many other stakeholders to make deals and finalize arrangements. Revenues can be increased; risks are minimized, and DSO is shortened if the companies have streamlined Quote to cash processes. The qualitative benefits of the process are high sales productivity and consistent sales methodologies, resulting in significantly higher sales figures.