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Information is power: talk like a ‘Techie’, sell like a ‘Tiger’

April 18, 2019

Occasionally, staff at channelcentral are lucky enough to meet our CPQ users, where they share their experiences using our CPQ Tools. Instead of guessing what our CPQ users really value, they simply tell us. Genius.

Our CPQ users generally fall in to two categories:

  1. Sales people – our key target audience. Working in the IT sector, but generalist sales people, good with people, strong admin skills and well organized.
  2. Technical people – to a lesser extent our target audience. Depth of technical knowledge. When they use our tools, we’re in some ways prouder.

For some applications Sales people are our primary target audience. Here’s why:

One of our users recently told our CEO that she loves our CPQ Applications because clients don’t expect her to know the answers to technical pre-sales questions, which she can look up quickly within product technical specifications, in our CPQ application. When she can answer almost instantly, they’re amazed; she’s triumphant.

She has worked out that knowledge trumps pre-conception. Nobody expects her to know the answer, they fully expect her to go away and find out. They expect to wait hours or days to progress their project or purchase. She can quote independently in real-time.

Provide people with the right information, in the right tool and you are enabling anyone to be expert in any industry – and to be able to deliver customers information when they need it.

Combine knowledge with sales ability. You’re a tiger.

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