What does guided selling in CPQ refer to?

Guided selling in Configure, Price, Quote (CPQ) refers to a process where the software assists sales representatives by recommending products tailored to the specific needs and preferences of the customer. This approach leverages data, rules, and algorithms within the CPQ system to ensure that sales reps can make informed suggestions that align with what the customer finds valuable.

The process enhances the sales experience by simplifying complex product configurations and matching products with customer requirements. By using guided selling, sales representatives can be more efficient, respond to customer needs quickly, and ultimately improve customer satisfaction and conversion rates. The focus is on collaboration and personalization, connecting the right products with the right customers rather than relying on a one-size-fits-all approach. This makes guided selling a critical feature in CPQ solutions, enabling smarter sales practices that resonate with modern, informed buyers.