By incorporating automated pro- posals into your QTC process, you ensure that every proposal and sub- sequent contract meets the standards required to complete the sale – error free. It’s not just about plugging in values, since automation lets you cre- ate dynamic proposals that are con- structed from hundreds or thousands of distinct data points.


PROCESS THE ORDER Once your customer agrees to the terms, QTC software integrates the entire process so executed propos- als and contracts immediately trigger actions on the finance and fulfill- ment end. And then, after the sales, reps can seek out cross-selling and renewal possibilities.


QTC technology allows salespeople to quickly apply terms and conditions to other products for cross-selling. They can also easily create renewal quotes based on order data already in the system so customers get accurate cost projections at the negotiating table and can plan for future expenses. When reps have to juggle a large stable of clients, subscription man- agement can be overwhelming – especially where the subscription pa- rameters and deadlines are unique to each client. To maximize the lifetime value of each customer, sales manag- ers could consider using a software solution to enable superior subscrip- tion management functions instead of manually tracking all the details in addition to the other sales data.


SEND THE INVOICE, COLLECT PAYMENT, AND ALLOCATE CASH With a QTC solution, invoicing and other accounting functions are integrated along with the sales, fulfillment, and analysis tasks. Any department can access real-time data the moment an order is modi- fied in the system. Accounts receiv- able personnel can generate accu- rate invoices as soon as an order is placed – without needing a detailed understanding of the intricacies of your sales process. This access to


VIDEO: DIGITAL TRANSFORMATION IN SALES


real-time, integrated data enables management to minimize collection delays and improve forecasting.


ANALYZE QTC DATA AND CREATE CASH AND BUDGET FORECASTS QTC is a complex process encom- passing many disparate organizational functions. Small actions on one end of the continuum have large impacts in other areas. Furthermore, multiple departments have to find ways to manage the process cohesively to gain the most value. Before the days of QTC automa- tion, data reporting and analysis across each step was impractical. Performance data was better suited to improving singular functions con-


SELLING TIP How to Do Business Favors


1. Offer to do favors for people you meet through networking – anything from making an introduction to providing advice.


2. Set a quota for the number of favors per week or per month you want to do. 3. Be specific about what your contacts can offer you in return.


4. Don’t limit your favors to people who have the potential to buy from you. “Connectors” who can link you with potential clients are valuable sources of leads.


5. Don’t expect quid pro quo for every favor you do. If you create a large enough pool of grateful people, the results will come.


– BETSY WIESENDANGER SELLING POWER OCTOBER 2018 | 15 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


tained in QTC, such as order manage- ment and invoicing. Now, however, you can simultane- ously track and holistically analyze numerous performance metrics throughout the QTC process in one software system and free your met- rics from their self-contained boxes – providing maximum value to every unit participating in QTC as well as to the organization as a whole. Teams implementing and utilizing the right quote-to-cash tools will see improvements in their internal communications and productivity, a reduction in proposal errors, an acceleration of the order fulfillment and billing processes, and an overall increase in customer satisfaction. 


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