For sales teams

CPQ for sales reps who are done waiting

Your reps aren’t slow. They’re waiting. Most of the gap between “send me a quote” and a quote going out isn’t work. It’s a rep waiting for someone else to answer a question only that person can answer.

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Watershape’s complex proposals ran 90 minutes or longer. Now they run 10-15.
A sales rep quoting a configurable product in HubSpot
A configured Quotivity quote in HubSpot with required options and per-line pricing

What a rep sends: a configured quote with valid options only, specs on every line, and pricing already resolved. Built inside HubSpot.
15

Down from 90+ (Watershape)

1

Down from as many as 6 (Watershape)

6

Down from 29 (Aptarro)

The short answer

How does CPQ speed up a sales rep?

CPQ removes the decisions a rep can’t make alone. Invalid combinations never appear as options, so there’s nobody to go and check with. The discovery questions come up in a fixed order. Price resolves from the book assigned to that quote, and the rep sends the same day.
A quote decision resolving immediately instead of waiting on a colleague’s answer

Watershape’s complex proposals: 90 minutes to 15.

Four CPQ features that get a quote out the door

Each one takes a decision off the rep’s plate. Follow any of them to see how it works.
Flagship

Guided Selling

Discovery questions in a fixed order. A Monday hire runs the same path as a nine-year veteran.

See how →
Configure

Configurable Products

Only valid combinations appear on screen. Nothing to go check with engineering.

How it works →
Pricing

Price Books

Price resolves from the book on the quote. Nobody rebuilds a discount by hand.

Explore →
Automation

Quote Automation

The quote writes to HubSpot’s own records, so the deal and the quote are one thing.

See the write-back →
Guided selling

Ramp new sales reps faster with guided selling

New reps take months to quote without a chaperone, and the reason is always the same. The product knowledge lives in one or two people, and the only way to get it is to interrupt them.

Guided selling moves those questions into the tool. Someone hired on Monday runs the same path as the person who’s been there nine years. They’ll still be worse at the conversation. They won’t be worse at the configuration.

See guided selling →
The Quotivity guided configurator showing valid product options to pick from

What changes in the sales rep quoting process

None of that is the rep being bad at their job. It’s a process that requires a specific human to be reachable.

  • ✓ Combinations that can’t be built aren’t on the screen, so there’s nothing to go and ask about
  • ✓ Discovery questions come in a fixed order, so nothing gets skipped because the call ran long
  • ✓ Specs land on the line item as the rep configures, not in a notes field or a follow-up email
  • ✓ Price resolves from the price book assigned to that quote, so nobody rebuilds a discount by hand
  • ✓ The quote writes to HubSpot’s own records, so the deal and the quote are one thing rather than two

Faster quoting in HubSpot: 90 minutes to 15

Watershape is a design and engineering firm. Before Quotivity, a single proposal could pass through as many as six people before it ever went out.

Our process went from as many as 6 people down to 1. Simple proposals that required 30 minutes are down to 3 minutes. Complex proposals that required 90 minutes or longer are down to 10-15 minutes.

David J. Peterson, P.E. — WatershapeDavid J. Peterson, P.E. — Watershape

As many as six people became one. Ninety minutes became fifteen.

Questions reps and their managers ask about CPQ
One thing to try

Ask a rep what they’re waiting on

Do it before the demo. Whatever they name is where we’d start.

Book a demo

Or read where HubSpot’s native quoting runs out