Identify existing bottlenecks Before you can improve your sales process, it’s important to identify gaps in your existing configure, price, quote (CPQ) sequence. These gaps might include: (1) internal 54% of B2B legacy systems that add unnecessary complexity to the sales process, (2) a lack of buyers agree that timely responses to sales inquiries, or (3) missing or mismatched information in the buyer journey. the purchasing While 9% of B2B buyers say it’s taking less time for their companies to make a process is getting purchasing decision, a whopping 54% disagreed, saying the process is getting longer.5 3 longer. To overcome this obstacle, sellers need to work harder than ever to identify and eliminate bottlenecks in the sales process. According to Forrester research, modern customers want to buy the right products in their preferred channel. Legacy software limits the ways that customers can engage with a company, hinders the ability of sales to drive additional revenue, and reduces 4 the number of ways a company can get its products in the hands of customers. A fine-tuned CPQ engine reduces friction in the sales process and empowers your team to drive additional revenue while also giving customers the freedom to co-create the solutions and consume them in a way that’s most convenient for their business model. 3