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Tuesday, 16 August 2016 08:10

6 tips on how to defend your quote

Annika Thiemann
Written by
… Without giving a discount

In our previous blog we shed some light on the most common mistakes in the quotation process. After sending your quote, it can occur that a customer doesn’t agree with your price. That’s good news! If you’re discussing the price, the customer is at least interested in your product. Now it’s vital to defend your quote and explain to your customer why the price is right. We give 6 tips on how to stand your ground.
And how to ensure you successfully win the assignment

Sending quotes is a tense and time-consuming process for any company. After all, the quote largely determines whether or not you win the work. That’s why it is essential for the quotation process to run as smoothly as possible. But how do you optimise your quotation process?
Integrated configurators in ERP systems are quite common in most modern ERP systems these days. Many companies use this functionality in order to support their production-specific processes.
Friday, 23 August 2013 08:10

ERP, CRM, PDM, CAD, CPQ, Guided Selling

Annika Thiemann
Written by
ERP, CRM, PDM, CAD, CPQ – it is enough to make your head spin. All of these three-letter acronyms stand for the names of software systems that support a portion of the business process. You probably find the acronym CPQ the most unfamiliar. It is also the newest on the list.
Friday, 13 September 2013 08:10

Why CRM systems aren’t used

Annika Thiemann
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Almost no one questions the usefulness and necessity of many CRM systems. At least, many organizations make the decision to purchase a CRM system. But the actual use of the systems often fails to live up to expectations. Why is that?
Friday, 04 October 2013 08:10

What is quotation software?

Annika Thiemann
Written by
The term “quotation software” might make you think of an intelligent word processor – a kind of Word software that you can use to conveniently compile text blocks and in that way make an attractive quotation. That can indeed be a useful tool for some companies. But at Sofon, when we say quotation software, we mean a bit more. Quotation software must help make high-quality quotations quickly and easily.
Friday, 15 November 2013 08:10

How do you help your customer make a purchase?

Annika Thiemann
Written by
This week, I will tell you how Guided Selling can support you in the process of helping a customer make a purchase.
Friday, 06 December 2013 08:10

The right moment for recording sales knowledge

Annika Thiemann
Written by
Many sales gurus rightly point out the fact that selling is not the presentation of products, but rather gaining confidences and anticipating the personal considerations of the deciders. Still, the importance of substantive knowledge in the sales process should not be underestimated. After all, without thorough knowledge, doing business becomes very difficult.
Friday, 13 December 2013 08:10

Saving on sales costs in times of crisis

Annika Thiemann
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The economic and financial crisis has now been going on for so long that we don’t want to hear about it anymore. You’ve taken all the necessary measures to get you through the dip, but have you taken full advantage of all of the savings opportunities? There’s a good chance that you are letting other opportunities in the area of sales pass you by.
Monday, 23 December 2013 08:10

The impact of CPQ

Annika Thiemann
Written by
While terms such as ERP, CRM, CAD, PDM and BI are already fairly embedded in the lexicon, the same cannot yet be said of CPQ (Configure, Price, Quote). Remarkable, because CPQ can have an enormous positive impact on your entire organization.