Best CPQ Quoting Tools for Sales Teams
Sales teams are always on the lookout for ways to streamline their quoting process and close deals faster. That’s where Configure, Price, Quote (CPQ) tools come in handy. These platforms allow sales reps to generate accurate quotes quickly, helping them navigate complex pricing structures and product configurations. Think of it as the GPS for sales teams, guiding them through the maze of pricing strategies, discounts, and approvals without hitting any roadblocks.
But not all CPQ tools are created equal. Some excel at handling complex configurations, while others shine with automation or user-friendly interfaces. So, how do you choose the right one for your team? Let’s break down some of the best CPQ quoting tools out there and what makes them stand out.
Salesforce CPQ
If your team is already using Salesforce CRM, their CPQ tool is a natural extension. It integrates seamlessly with the Salesforce ecosystem, which means no juggling between different platforms to get your quotes out the door. The tool is robust enough to handle product bundling, discounts, and even multi-currency quoting for global sales teams.
One of the standout features is its guided selling functionality. Imagine you're a sales rep trying to build a quote for a client who needs a customized product. Instead of guessing which components or add-ons would be ideal, Salesforce CPQ guides you through the process by recommending options based on previous customer data and preferences.
This tool also automates approvals and contract generation, cutting down on time-consuming administrative work. But keep in mind that Salesforce CPQ can be pricey compared to other options. It’s best suited for mid-to-large-sized businesses that are already invested in the Salesforce platform.
PandaDoc
While primarily known as a document management platform, PandaDoc offers powerful CPQ capabilities that can simplify your sales workflow. It's an excellent choice for teams looking for an all-in-one solution where you can create proposals, contracts, and quotes within the same environment.
The interface is clean and intuitive, making it easy for sales reps who may not be tech-savvy to generate quotes quickly. One feature that stands out here is real-time collaboration. Picture this: you’re working on a proposal with your client and need to make changes based on their feedback. With PandaDoc, you can update the quote while they’re reviewing it in real-time, no more back-and-forth emails.
Plus, it integrates with major CRM systems like HubSpot and Salesforce, so syncing your data is seamless. While it might not offer as many advanced features as some other CPQ tools, its simplicity and ease of use make it a great fit for smaller teams or those just getting started with CPQ software.
Apttus (Now Conga)
Apttus (now known as Conga) has been a leader in the CPQ space for years. This platform is known for handling extremely complex configurations. If your company deals with hundreds of products that require various customizations or bundles, Apttus might be your go-to tool.
Conga excels at automating every step of the quoting process (from configuring products to price optimization) based on real-time data. For example, if you’re selling a highly configurable product like industrial machinery or software with multiple licensing tiers, Conga helps ensure that all variables are accounted for before generating a quote.
Its integration with AI-driven analytics means that sales reps can also get insights into which pricing strategies are most effective or where additional discounts might close the deal faster. That said, Conga can feel overwhelming for smaller teams that don’t need such advanced functionality. It’s more commonly used by enterprise-level companies with complex needs.
QuoteWerks
For businesses looking for an affordable yet powerful CPQ tool, QuoteWerks hits the sweet spot. It doesn’t carry the hefty price tag of some of its competitors but still offers a wide range of features like product configuration, discount management, and integration with popular CRMs like Zoho CRM or Microsoft Dynamics.
One feature that sets QuoteWerks apart is its focus on customization without requiring deep technical knowledge. For instance, sales teams can tailor their quote templates with branding elements or adjust how pricing information is displayed based on customer preference, all without needing help from IT departments.
Another advantage is its ability to pull real-time pricing from suppliers like Ingram Micro or Tech Data directly into your quotes. This makes QuoteWerks ideal for industries like IT or electronics where prices fluctuate frequently based on market demand.
HubSpot CPQ
HubSpot continues to expand its offerings beyond traditional CRM software by adding its own built-in CPQ functionality and it's gaining traction fast among small to medium-sized businesses (SMBs). HubSpot CPQ provides a smooth experience when creating quotes and proposals while being fully integrated within its free CRM system.
The selling point here? Simplicity. Sales reps can quickly generate quotes based on pre-set rules and send them directly from their CRM dashboard without ever switching tabs. It also gives visibility into when customers have opened or viewed a quote, allowing you to follow up at just the right time.
Unlike some of the more feature-heavy solutions (like Salesforce CPQ), HubSpot’s version keeps things lightweight and accessible. That makes it great for businesses that don’t need all the bells and whistles but still want to speed up their quoting process.
Which Tool Is Right For Your Team?
The “right” CPQ tool depends largely on your business size and complexity of your sales process:
- If you're already in the Salesforce ecosystem: Salesforce CPQ will give you seamless integration with other tools you're likely already using.
- If you need simplicity: PandaDoc or HubSpot CPQ provide straightforward quoting solutions without overwhelming users with unnecessary features.
- If you deal with complex configurations: Apttus (Conga) will handle even the most intricate product setups effortlessly but may come with a steeper learning curve (and cost).
- If budget-conscious: QuoteWerks offers powerful features at a fraction of the cost compared to enterprise-level solutions.
No matter which direction you go in, implementing a solid CPQ tool can drastically reduce errors in quotes and speed up your sales cycle, giving your team more time to focus on closing deals rather than crunching numbers or chasing down approvals.