Qualification & Discovery Challenges

We don’t gather all the right information up front, which impacts solution design and proposal development downstream.

When sales people don’t accurately communicate customer needs and requirements, engineering fails to have a complete picture to design a complete solution. With SalesDoc Architect, rules and workflows are used to ensure that all needs and requirements are uncovered through a set of pre-defined criteria. The information collected is then fed to engineering and flows into the quote file. You can be confident that the design, configuration and resulting proposal reflects what was initially discovered early in the sales process.

We waste time on bad sales opportunities because we didn’t properly qualify the prospect.

Chasing every opportunity wastes resources. Having a list of questions to evaluate opportunities helps direct energies to the best outcome. Using SalesDoc Architect, you can include your company’s qualification questions in advance so that your team spends its energies pursuing potential opportunities that eventually lead to sales.

SalesDoc Architect uses Workflow to Optimize Profitability

SalesDoc Architect utilizes Excel formulas to create rules and workflow logic starting at the initial configuration level.  Workflows can be programmed to automatically include products and services that are often forgotten.  Answers to qualification and discovery questions can drive solution configuration rules and also flow into output documents such as proposals and statements of work.  Workflow rules can also be used to require engineer or management approvals based on margin, total sale price, product configuration scenarios, or any variety of conditions.

Pre-programmed workflows minimize the chance of an incomplete or inaccurate proposal going out the door leading to problems and margin erosion down the road.

Read how one company saved $100,000 in margin using SalesDoc Architect workflows.