What is guided selling in the context of CPQ?

Guided selling within the context of Configure, Price, Quote (CPQ) refers to a structured approach that assists sales representatives in navigating through product options. This method helps them identify the most suitable products for a customer's specific needs and requirements. The goal is to enhance the sales process by providing guidance during product selection, ensuring that sales reps can effectively match product features and benefits with customer preferences.

By utilizing guided selling techniques, sales representatives can make informed decisions based on a variety of factors, such as customer requirements, budgets, and existing product configurations. This ultimately leads to higher customer satisfaction and improved sales outcomes, as the matching of products to customer needs is more precise.

The other options present different approaches to sales and marketing but do not encapsulate the essence of guided selling. For example, promoting upselling products focuses on encouraging customers to purchase more expensive items, while eliminating unqualified leads pertains to the initial stages of the sales funnel. Similarly, training new sales representatives is an essential aspect of building a strong sales team but does not describe the guided selling process itself. Guided selling specifically emphasizes the interaction and decision-making support during the product selection phase, which is why it stands out in this context.