CPQ Guided Selling Software

Using Product Parameters

Because Infor CPQ is a rules-based configurator, you decide what parameters prompt your salespeople, dealers, or other end users along to the most logical product choice for their needs. This can come through a combination of question-and-answer prompts, as well as notifications and barriers that stop a user from making invalid selections.

Setting Up Pricing Rules and Requirements Through CPQ

If internal sales is your main group generating quotes, with a guided selling solution you can set up the pricing requirements that are unique to your company, whether that involves discounts, tiers, or any other special pricing. Your salespeople are empowered to create quotes that fit the end customer’s needs without cutting into your bottom line. If you want the ability to create managerial pricing approvals, this can also be accomplished through workflows in Infor CPQ’s guided selling software.

If your sales primarily come through a dealer channel, you want to make sure the experience of your dealers sets them up with the knowledge to buy exactly what they need, even if they are unsure of what that is. Guided selling in Infor CPQ saves time for everyone involved, whether that’s the end user trying to buy your products, or your employees who have to answer the phones to take calls from customers who are confused about what they need.

FAQs About CPQ Guided Selling Solutions

How does your guided selling software improve sales conversations or conversion rates?

Our clients tell us that guided selling technology helps newer reps become productive faster and enables experienced reps to quote faster, with fewer follow-ups. Check out the case study on Tucker Door & Trim to see how a CPQ solution helped one of our clients.

What products or industries have the most success with guided selling configurators?

Any business that sells configurable, complex, or technical products stands to benefit from guided selling solutions. We’ve had the most success in industries like industrial equipment, where part compatibility and spec requirements are critical, as well as OEMs and component manufacturers, where bundling, pricing tiers, and optional features require rule-driven logic.

Guided selling software works because it reduces the cognitive load on the rep and customer. Instead of forcing them to remember product rules, the system walks them through a logical path that leads to valid, buildable, and profitable configurations.

What hesitations do customers express before they try a guided selling configurator?

The biggest hesitation we hear is that CPQ guided selling will “oversimplify” the sales process or take too much decision-making power away from experienced reps. There’s a fear that the tool will act like a script instead of a dynamic, helpful guide. We always clarify that the goal isn’t to replace the sales rep, but rather to help them ask the right questions, faster, and reduce errors along the way.

Another concern is whether the configurator will be flexible enough to handle their product complexity. Our answer is always that guided selling software is most powerful when it’s tailored. We don’t offer cookie-cutter solutions. We work closely with clients to build paths that reflect how they actually sell, and how their buyers actually buy.

Finally, some clients worry about the time and effort it takes to build a tool like this. That’s where our phased, collaborative implementation approach comes in. We start simple, then layer in complexity as confidence builds.

What are the most common implementation pitfalls and how do you avoid them?

One common guided selling technology pitfall is trying to build the perfect experience upfront. That often leads to long timelines, overcomplicated logic, and slow adoption. We avoid this by launching with a focused MVP, usually for a core product or use case, then expanding based on usage and feedback.

Another trap is building the guided selling software tool in a vacuum, without enough input from actual users (like sales reps or dealers). We make sure the people who will use the tool daily are part of the design and testing process.

Finally, some companies forget to connect guided selling with backend systems, so quoting happens in isolation. Because we specialize in CPQ integration, we ensure that the guided experience connects seamlessly with pricing, product rules, ERP, and CRM data.

How do you handle customizations for CPQ guided selling software?

Clients often want a guided selling flow that reflects their sales playbook – specific terminology, customer types, or application-based questions that help narrow down options. We support that.

But we also encourage clients to think modularly. We build guided paths using reusable building blocks (questions, filters, logic) that can be adapted across multiple products or regions. This ensures the system stays scalable and easier to maintain. The result is a tool that feels custom-built for each user but is maintainable over time as products, markets, and selling strategies evolve.

How has your configurator evolved based on client feedback or technological advances over the past 1–2 years?

Two major trends have shaped our approach recently:

• User experience – Clients want guided selling solutions that look and feel modern, not clunky. We’ve placed more focus on responsive, intuitive interfaces with dynamic logic that adapts as users make selections.

• Data integration – More clients want their guided selling to reflect real-time inventory, pricing, or engineering constraints. We’ve built stronger bridges between CPQ and ERP/CRM to make the sales process smarter and more connected.

We’ve also seen rising demand for visual configuration and image-driven questions (e.g., “which layout looks most like your application?”). Our platforms can support these, and we’ve helped clients move toward more visual, customer-friendly selling experiences.

What does your team do differently when onboarding clients to ensure success?

We provide hands-on training that focuses on how to use the CPQ guided selling tool in real selling scenarios, not just where to click. Our team doesn’t just launch and disappear – we stay engaged to collect feedback, monitor adoption, and tweak the tool as needed.

Plus, we build momentum with small wins. Instead of a massive rollout, we start with high-value use cases that get attention and build buy-in. That phased approach drives real adoption because people see value quickly.

Need Reliable Guided Selling Software? Contact Us

Reach out to RenaissanceTech if you want to learn more about guided selling in Infor CPQ. Our team is standing by to assist you.