Salesforce CPQ (Configure, Price, Quote) has long been a trusted tool for sales teams looking to streamline their pricing and quoting processes. It simplifies the configuration of complex products, ensures pricing accuracy, and accelerates deal closures. However, like any software, Salesforce CPQ may not always align perfectly with the unique needs and workflows of every organization. This is where integrating complementary solutions can make a critical difference.
In this article, we’ll explore some of the common challenges sales teams can encounter with Salesforce CPQ and share how integrating a proposal software provider like GetAccept could help you to overcome them– while still reaping the benefits of Salesforce as a whole.
What about Revenue Cloud?Of course, Salesforce has now released Revenue Cloud, which is designed to optimize the Quote-to-Cash process. It helps you to manage pricing, quoting, and invoicing in a more efficient way, leading to lots of tangible benefits.
Where a proposal software integration can still add value, however, is through helping you to understand and improve the buyer experience.
And if you’re still using Salesforce CPQ but aren't ready to adopt Revenue Cloud in its entirety just yet, an integration like GetAccept can help you to innovate with what you’re already using. Then, if you do decide to move over, GetAccept and all of its benefits will seamlessly move over with you. |
“I don’t want to send my quotes as static PDFs anymore.”
Salesforce CPQ typically generates quotes in PDF and.doc format. Of course, it allows for some flexibility before the quote is finalized and turned into a PDF, but the content of these documents is largely static, meaning once the quote is generated, its structure and layout are fixed.
Many digital sales room integrations, like GetAccept, enable sales teams to create dynamic, on-brand, interactive quotes that are far more adaptable than traditional static PDFs.
With the GetAccept integration, for example, you can easily tailor your proposals to fit specific buyer needs in real-time, allowing for on-the-fly adjustments to pricing, product configurations, or additional terms—all from within Salesforce.
These dynamic quotes can include interactive elements such as pricing tables that can be updated in real-time with different products, discounts, and quantities without needing to regenerate and resend the entire document.
Additionally, sales reps can add multimedia elements like product videos, personalized messages, and custom attachments directly within the quote, creating a more engaging experience for the buyer.
This dynamic approach means quotes can be modified and negotiated in a collaborative environment, where buyers can leave comments or questions directly on the proposal. This is particularly valuable in the late-stage buying process because of how easy it becomes to address and remove any friction that arises.
How GetAccept works with SalesforceGetAccept’s native integration with Salesforce CPQ adds powerful features like document tracking, personalized sales engagement, and e-signatures, all within the CRM. By enhancing quote-to-cash workflows, GetAccept enables sales teams to deliver a more interactive and engaging buyer experience.
Together, Salesforce and GetAccept empower sales teams to streamline deal management, boost productivity, and speed up closing while enriching the client experience — all in a single, unified platform. |
“I need to edit the quote after send.”
Unlike static PDFs, which need to be regenerated for each change, GetAccept’s dynamic quotes allow for real-time modifications and instant updates, ensuring accuracy and flexibility throughout the negotiation process.
For the buyer, they simply access the document via the exact same link and get notified about any amendments that have been made. No more multiple versions or tedium.
We also know that handling amendments to contracts in Salesforce CPQ can be a bit tricky sometimes. GetAccept is designed to help make some of that simpler. With our integration, merge tags allow you to get your product amendments into your GetAccept contracts from Salesforce, with formatting and logic that ensures the right amendment is being shared in all the right places.
The system also provides tracking analytics, so users can see how buyers interact with the document, providing insights into buyer intent and engagement. This allows sales teams to respond more quickly and strategically during the sales cycle.
“I need a CPQ solution that's easy to implement and that boosts adoption among our reps.”
Salesforce CPQ brings a variety of new processes and tools to sales teams, which can sometimes result in resistance or challenges with adoption. Despite its significant benefits, the intricacies of creating quotes, applying discounts, or generating proposals may feel daunting to reps.
This is again where a solution like GetAccept comes in. With plug-and-play options for setup in Salesforce and a simple user interface, we make it easy for reps to get their jobs done. This in turn can help to boost adoption of Salesforce as a whole.
"GetAccept keeps things simple. You don’t need a degree in engineering to navigate it, which is something I appreciate. It’s clear, easy, and efficient—exactly what we need to maximize our focus on selling."
Read moreImplementing GetAccept within Salesforce is designed to be a smooth and straightforward process. The integration is listed on the Salesforce AppExchange, making installation just a few clicks away.
Once installed, the integration works seamlessly within the Salesforce environment, leveraging native Salesforce objects like opportunities, quotes, and contacts. This means sales teams can continue using familiar Salesforce workflows, with GetAccept’s CPQ complement features accessible directly from the Salesforce dashboard. This allows users to generate dynamic, personalized quotes, configure products, and manage pricing all within the same interface.
Customization is also straightforward. Administrators can configure GetAccept to fit specific workflows, including automating document generation, sending dynamic quotes, and tracking buyer engagement, all directly within Salesforce. Because of the user-friendly design and comprehensive support materials available, sales teams can get up and running quickly without needing extensive technical expertise.
Moreover, GetAccept provides step-by-step guidance and customer support to ensure a smooth implementation, further simplifying the process for Salesforce admins and users alike. This ease of use ensures businesses can enhance their sales process with minimal disruption to existing workflows.
“I want to create the best possible experience for my buyer.”
The Configure, Price, Quote (CPQ) stage is often one of the final hurdles in closing a deal, and it's also a critical point where buyer experience can make or break the sale.
While Salesforce CPQ excels in automating pricing and proposal generation, the process can still introduce friction for buyers if mishandled. Multiple amended PDFs, scattered quote revisions across emails or chats, and lengthy back-and-forths for approvals can create frustration and delay decisions.
This is where integrating proposal software can transform the buyer experience:
- Simplified proposals: Interactive proposals with embedded e-signatures eliminate the hassle of downloading, editing, and re-uploading PDFs. Buyers can view, comment, and sign documents instantly, reducing friction.
- Real-time engagement analytics: Tools like GetAccept provide visibility into when buyers open and interact with proposals, enabling sales teams to respond quickly and keep the process moving smoothly.
- Streamlined communication: Consolidating all deal-related communication and documents in a single, secure location ensures clarity and avoids confusion for the buyer.
- Buyer-centric philosophy: Ultimately, software like GetAccept is designed to help you delight your buyer. It reduces the actual and perceived effort of doing business, leaving a lasting impression of professionalism and ease that reflects positively on your brand.
By prioritizing the buyer’s convenience and experience, proposal software integrated with Salesforce CPQ helps sales teams close deals faster and more effectively, all while leaving a positive impression that lasts beyond the sale.
