Modernizing Pricing and Quoting with Salesforce Revenue Cloud, Agentforce, and Einstein

Recent research shows that sales reps – regardless of industry or skill level – spend 70% of their time on non-selling tasks. Between spreadsheet-reliant processes, complex approval chains, and organizational silos, B2B sellers must navigate various obstacles just to get a quote out the door. Not only do these hurdles decrease win rates and negatively impact seller productivity, but they also stifle profitability and detract from overall customer experience.

Salesforce’s latest revenue management innovation, Revenue Cloud Advanced (RCA), combines end-to-end, quote-to-cash automation to eliminate these obstacles, accelerate time-to-quote, and supercharge seller productivity. In addition, since RCA is built natively on the core Salesforce platform, the entire suite of Salesforce AI solutions – including Agentforce and Einstein – can be seamlessly integrated into your revenue management process to boost seller productivity while simultaneously increasing win rate and optimizing profitability.

This article provides practical examples of how Salesforce RCA – augmented with Agentforce and Einstein – unlocks predictive, data-driven pricing and streamlined quoting. To set the stage, let’s review the most common pricing and quoting challenges.

Pricing and Quoting Challenges in B2B Sales

• Manual quote generation: One of the most time-consuming areas in B2B sales is pricing and quoting. Many businesses still rely on spreadsheets or outdated systems to generate pricing and produce quotes, or CPQ tasks happen outside of CRM – often relying on manual, error-prone processes.
• Lack of data-driven pricing: The majority of organizations struggle to efficiently integrate critical data points into their pricing strategy. Whether it is caused by lack of front-back-office integration, sellers’ over-reliance on tribal knowledge, or no single source of truth when it comes to customer data, pricing that does not incorporate all relevant data points is problematic and a competitive disadvantage. Businesses may be leaving money on the table or pricing themselves out of a deal.
• Customers waiting too long for quotes: In competitive situations, fast time-to-quote is a critical factor in sales win rates. In fact, 35-50% of B2B sales go to the vendor that responds to customers first. Simply put – if your sales team is bogged down by manual, time-intensive pricing and quoting processes, your overall win rate will suffer.
• Dynamic pricing limitations: Absence of real-time cost data, demand capacity, inventory levels, and competitor activity creates a giant ‘blind spot’ that negatively impacts win rate, margin, and profitability.

Revenue Cloud Advanced (RCA) unlocks the ability to seamlessly integrate Salesforce AI capabilities into the pricing and quoting processes. By leveraging this powerful one-two punch, your business can increase sales efficiency, strengthen its competitive position, improve customer satisfaction, and generate higher revenue and profit margins. Here are specific examples for both pricing and quoting.

Intelligent, dynamic pricing with AI models powered by Salesforce Einstein

• AI model analyzes customer behavior, demand fluctuations, and external factors such as competitor pricing and macro-economic trends to optimize price in real-time.
• AI model personalizes pricing and discounting strategy for enterprise clients based on past purchasing behavior, contract size, and historical agreement performance.
• AI model uses deal history, customer profiles, and pricing benchmarks to suggest the most profitable and competitive quote.

Streamlining Complex B2B Quoting with Agentforce

• Directly in RCA, delegate quote creation to Agentforce by providing products, quantity, and contract terms.
• If a customer requests a discount, your sales reps can easily modify a quote by simply asking Agentforce to apply the discount.
• When the quote is ready to be sent to the customer, leverage Agentforce to draft a quote email that includes all pertinent information. Watch this short video to see Agentforce in action.

Start unlocking the full potential of Salesforce AI and Agentforce within the RCA platform and transform your sales process. By offloading cumbersome tasks to intelligent agents, your reps can focus on what they do best — building relationships and closing deals. Your customers appreciate fast turn-around, accurate quotes, and personalized discounts. As a result, your business can achieve a significant boost in win rates, margins, and overall profitability.

If you are ready to take Revenue Cloud to the next level with AI and Agentforce, contact our Salesforce experts today for a complimentary assessment.