Your best rep knows which questions to ask. Now everyone does.
Guided selling turns your pre-quote discovery into a Flow every rep runs inside HubSpot. The answers write back to the deal — and build the quote.
Built for HubSpot. Only HubSpot.
What is guided selling in CPQ?
Guided selling is a branching set of questions a rep answers before building a quote. Each answer narrows what comes next, so the rep ends up with a valid configuration instead of a blank quote and a product list. In Quotivity, admins build these as Flows in Quotivity Studio, reps run them inside HubSpot, and the answers feed Quote Rules and Quote Automation.
The discovery that never makes it into the deal
Mid-market manufacturers rarely sell off a standard price sheet. Quoting a hydraulic fitting for a food plant means knowing operating pressure, material certifications, and the install environment before you can quote it right. The configuration — and the price — depends on questions the rep has to ask anyway.
The trouble is what happens to the answers. Some reps ask the right questions. A few log them in HubSpot. By the time the quote is built, the context that justified the configuration — or that should have triggered a deal-desk review — has evaporated.
“We’ve got one guy in the company that controls all the bolts.”
— a PowerTurf manager
What it looks like
Picture a 90-person maker of industrial sealing products. Every quote is supposed to start with discovery — operating pressure, media type, temperature range, regulatory environment — because those answers decide which product family to quote and whether engineering review is required.
Tenured reps know the questions cold. Newer reps skip steps, or ask and never log the answer. The result: quotes that don’t match what was discussed, margin exceptions that slip through because nobody flagged the application, and a manager with no way to see whether discovery ran at all. Guided selling moves that process out of a rep’s head and into the product.
How a Flow runs
Built once. Run on every deal. Quoted automatically.
Step 1
An admin builds the Flow
Steps, questions, and branching in Quotivity Studio. “If pressure is over 200 psi, route to engineering review; if not, skip it.” Question keys are stable references the rest of the system reads.
Step 2
A rep runs it inside HubSpot
Launched from the Quotivity card on the deal. A live stepper tracks Done, Active, and Skipped as the branches project the path. Required answers are checked before they advance.
Step 3
The answers do the work
On confirm, answers write back to HubSpot properties and hand off to Create Quote — firing Quote Automation: line items, pricing, templates, approval routing, e-signature.
It does
- Enforce the questions that have to get asked.
- Filter options down to valid combinations.
- Write answers back as structured HubSpot fields.
- Trigger the right approval path from the answers.
It doesn’t
- Replace your rep’s judgment on price.
- Write the follow-up email.
- Force every deal through a Flow — you choose which are active.
- Live in a separate tab.
Runs it
Sales reps
Run the Flow as part of the pre-quote process — inside HubSpot, on the deal they already have open.
Builds it
Sales ops & admins
Own Flow creation in Quotivity Studio: question keys, HubSpot property mappings, and the routing logic.
Relies on it
VP Sales, RevOps, deal desk
Consistency across the team, structured data in HubSpot, and context at the moment of approval.
How it compares
Guided selling, four ways
| Capability | Quotivity | HubSpot CPQ | DealHub | Salesforce CPQ |
|---|---|---|---|---|
|
Guided selling / pre-quote questionnaire
|
Flows with branching
|
Not available
|
Playbooks
|
Yes
|
|
Branching / conditional routing
|
AND/OR per step
|
No
|
Yes
|
Yes
|
|
Runs inside the HubSpot deal record
|
Yes
|
Native
|
Integration
|
Salesforce only
|
|
HubSpot property writeback
|
Per question, any object
|
Native
|
Limited
|
No
|
|
Feeds a downstream rules engine
|
Quote Rules + Automation
|
No
|
Informs fields
|
Yes
|
|
No-code admin authoring
|
Yes
|
N/A
|
Yes
|
Needs certified admin
|
|
SMB / mid-market fit
|
Yes
|
Limited
|
Yes
|
Enterprise-oriented
|
Shipping capabilities as of July 2026. DealHub’s Playbook is the closest analog, but its answers don’t feed a rules engine and it isn’t native to HubSpot.
What changed for one team
Our guys just don’t miss things now.
Kalee Nichols
Manager, True North
Junior reps adopted it immediately and stopped having to remember the subtypes — the story behind the margin True North recovered.
Margin recovered after junior reps adopted Guided Selling — True North
Phase 2 · after GA
AI-assisted Flow authoring
Describe what you sell and the assistant drafts the Flow — steps, questions, and branches — live on the canvas. Natural-language edits like “add a budget step” apply instantly, and every change is reversible.
Upcoming
Quoting Agent
Flows are built to be the structured input layer for a conversational Quoting Agent — discovery outside HubSpot, the same downstream automation. The question keys and mappings you author today carry over unchanged.
Questions teams ask first
Related, not identical. A configurator handles what can be combined. Guided selling handles which questions get asked, and in what order. Quotivity does both, and they feed each other — the answers from a Flow drive which options the configurator offers.
Answers write back to HubSpot's own records, so discovery lives where your team already works. The Flows themselves are built in Quotivity Studio, and reps run them from the Quotivity card on the deal.
Tenured reps might. Consistency across the whole team is the issue — and what happens when that rep leaves. A Flow documents your best discovery process and enforces it for everyone.
That checklist does not connect to your quotes, your deal records, or your approval triggers. Guided Selling captures the same answers and routes them into HubSpot and Quote Rules automatically.
The Flow runs inside HubSpot on the deal record — the same place they already work. It replaces a process they are doing anyway, just inconsistently. It is structure, not extra work.
You control which Flows are active and when they launch. A simple deal type does not have to use Guided Selling — it is not mandatory for every deal.
Beta in July 2026, generally available in August 2026, on the Enterprise plan.
See it build a quote
Bring one configuration that’s painful today. We’ll run it through a Flow on the call.