Power Engaging eCommerce & Selling Experiences with Logik.io Guided Selling

Logik.io's Commerce Logic Engine offers advanced guided selling capabilities that enables businesses to deliver intuitive, engaging, guided experiences to help sales reps more effectively sell solutions (not just lists of parts), and give buyers an immersive self-service buying experience on your site.

Logik.io Guided Selling Puts Magic in the Hands of Sellers, and Creates the Easiest Path to Buy for Buyers

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Flexible & Intuitive

Give your sales reps the tool they need to deliver a quote for products and services that fit exactly what your customer needs. No more picking through part numbers and product lists. Let Logik.io guide every seller to the perfect solution.

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Maintain a Single Source of Data

Logik.io enhances the "C" of Salesforce CPQ, and is built directly on the Salesforce platform and within the Salesforce data structure, so you can still leverage all your product data in one central place. Logik.io works right alongside your existing system.

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Lightning Fast Speeds

Logik.io adds a proprietary solving engine to Salesforce CPQ built to handle advanced product configurations with split second speed speed for sales reps to produce quotes faster for every product, for every customer, every time.

Table of Contents

The State of B2B eCommerce Report

The needs and expectations of B2B buyers are evolving rapidly, and the demands for seamless self-service buying and e-commerce experiences are growing.

We compiled results that show that while there is a movement of early innovators who are prioritizing their eCommerce experience, and removing friction wherever possible, there is still a gap between buyer expectations and company execution when it comes to eCommerce. 

Section 1 Guided Selling

Sales enablement vendors such as Seismic understand the potential of guided selling.

In fact, to Seismic, guided selling is a necessary component of sales training. They see AI guided selling as the future of the industry. So what exactly is guided selling, and why do sales enablement professionals like Seismic consider it to be such an important part of the future of sales? 

Guided selling can actually refer to a number of different things. To make sure we're all on the same page, we'll be talking exclusively about guided selling apps. These are tools that allow for an interactive, guided, and engaging sales experience. These tools are available in two varieties: those designed for end buyers and those designed for sales teams. In both instances, they function similarly. Let's take a closer look.

When a company has a simple enough product line, it's easy for everyone to find what they want. But as products get more complex, particularly as they get more customizable, it becomes much more difficult to find the right combination of options. Not only do the options picked have to suit the needs of the customer, but, in many cases, they also have to suit design or manufacturing constraints. 

Guided selling takes the simple product filters you may be familiar with and supercharges them. A good guided selling program can dynamically adjust components and alert the user if a particular configuration doesn't work. If the configuration can work, the AI is smart enough to compile the proper components. In doing so, it makes it easier for sales staff and end buyers to craft the perfect product for their needs without having intricate technical knowledge about the product.

You've probably already seen some examples of guided selling. eCommerce companies often make use of guided selling products to help their customers find or customize a product that suits their needs. Perhaps the most popular examples are the “build your vehicle” applications on car manufacturer websites. These configurators are smart enough to know when the options you've selected aren't compatible and guide you towards a configuration that the factory can make for you. 

Section 2 Guided Selling Examples

We've seen how car companies use guided selling for eCommerce.

Now let's take a look at guided selling examples from the other side of the equation. Often, it isn't the end users who need to be able to build and configure products. The effectiveness of a sales team is heavily dependent on its ability to quickly configure, price, and quote company products. Of course, this is such an important part of the job that configure, price, quote (CPQ) software is available and popular.

CPQ software gives salespeople many of the tools they need to configure a product for customers and generate a bill of materials along with a quote for the agreed-upon configuration. While these tools often come with some rudimentary guided selling tools, they often barely rise above the level of a filter system for the product. For something more advanced, dedicated guided selling apps are required. 

With external tools for guided selling, CPQ software becomes even more powerful. Companies like Logik.io provide such a tool, including not only the back end AI but also a guided selling UX that provides an easy and intuitive interface to that platform for sales staff. This ease of use helps to guarantee the product will be an asset in closing more deals, rather than another piece of technology that never gets used.

Although relatively new now, AI guided selling solutions are rapidly being adopted. Gartner has issued a report stating that 75% of B2B sales organizations will be using the technology to augment their sales efforts. This will allow those companies to more quickly build out a product to the exact specifications of the businesses they have as customers. 

Guided selling, as Gartner points out, isn't just about providing advanced configuration options. They also use the power of AI and the knowledge of each customer provided by big data to alert sales staff of recommended content and upsell to present to the customer. Armed with these tools, sales staff will be able to convert more sales for higher average amounts.

Section 3 Salesforce Guided Selling

One of the biggest examples of guided selling inside a CPQ platform is Salesforce Guided Selling.

This is a built-in guided selling tool that helps users of Salesforce CPQ more effectively perform the configuration part of the CPQ software's job. For basic configuration needs, Salesforce Guided Selling will likely get the job done.

As products become more complex and configuring them requires more sophistication, external tools are available. Logik.io's Salesforce CPQ product configurator will let you create a much more advanced set of rules and logic for your product configuration than the default Salesforce Guided Selling tools will allow for. 

To learn more about the guided selling tools provided by Salesforce, you can visit the Salesforce CPQ Trailhead. From there, you'll be able to find extensive training on how all Salesforce software works. The Salesforce CPQ Guided Selling Trailhead will provide you with information specific to the company's guided selling tools and the opportunity path Salesforce provides. To see some Salesforce CPQ examples or learn more about Salesforce CPQ pricing, you can visit the main product page on their site.

Section 4 Guided Selling Examples Salesforce

For those of you who'd like to see a bit more about how guided selling in Salesforce CPQ works, there are some more resources at your disposal.

In addition to the Salesforce CPQ Guided Selling Trailhead mentioned above, the company has a video overview on its YouTube channel: Guided selling with Salesforce CPQ. You can also browse other videos on its channel for additional Salesforce CPQ examples.

If you learn more easily through reading or if you want a more detailed overview of the Salesforce CPQ quote process and Salesforce CPQ pricing, the company has written and published an extensive Salesforce CPQ tutorial in PDF format. This Salesforce CPQ guide will tell you nearly everything you'd like to know about the software and provides guided selling examples for Salesforce in great detail.

If you've learned all you can about Guided Selling in Salesforce and have decided that it doesn't have quite enough flexibility to handle the complexity of your product configurations, we invite you to check out Logik.io's Salesforce CPQ product configurator. This product will provide you with advanced features and more complex configuration possibilities while maintaining an easy-to-use interface. While designing it, we focused on how we could augment the tools already available in Salesforce CPQ and make the configuration and quote processes easier while still providing increased flexibility.

Section 5 Best Guided Selling Examples

The best guided selling tools go beyond a mere filter of the product's potential configurations.

Instead, tools like Logik.io provide you with a dynamic guided selling experience. The software knows the requirements of every possible option. As your users begin to configure their product, the tool will automatically update requirements based on the dependencies of their selected configuration. Logik.io guided selling software doesn't just filter through product options. It intelligently configures them. 

Logik.io's guided selling UX will provide the power and flexibility to empower your sales staff to complete configurations that better match their customer's goals and do so much more quickly and more error-free than they could before. However, the UX is also impressive enough to wow consumers with a guided shopping experience.

With a dynamic and visually appealing guided selling app and the best examples on your website, your customers will no longer have to wonder which of your products best fits their needs. The tool will help them make their decision with increased confidence, which will, in turn, increase the chances that they'll make a purchase. This type of ability to close more deals is precisely why so many companies are predicted to be using guided selling in Gartner's estimates of the technology's adoption rate.