This Simple CPQ Hack Increased Your Deal Size by 42% Overnight
This Simple CPQ Hack Increased Your Deal Size by 42% Overnight
Blog Article
Introduction
What if you could increase your average deal size by 42%—literally overnight? Sounds like a fantasy, right? But for one sales team, it became their reality. The secret? A deceptively simple tweak to their CPQ (Configure, Price, Quote) process.
Let’s break down exactly what this hack is, how it works, and how you can start using it right away.
Understanding CPQ (Configure, Price, Quote)
The CPQ Process Explained
At its core, CPQ helps sales teams deliver accurate pricing for complex products. It simplifies how you:
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Configure a product based on customer needs
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Price it accurately (considering discounts, rules, and costs)
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Quote it quickly without relying on spreadsheets
Benefits of Using CPQ Software
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Faster quote turnaround
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Reduced errors
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Higher deal velocity
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Improved sales productivity
Common Challenges Sales Teams Face with CPQ Tools
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Clunky interfaces
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Poor integration with CRM
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Overwhelming product catalogs
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Lack of pricing strategy
The Psychology Behind Pricing and Quoting
Why Small Tweaks in Pricing Psychology Make a Big Difference
Buyers are emotional. They don’t always buy the cheapest—they buy what feels like the best value. That’s where your quote structure comes in.
Anchoring and the Power of Perceived Value
When you show a high-value bundle first, your customer is “anchored” to that price. Everything else feels cheaper in comparison—even if it’s not. Smart sales teams use this psychological trick all the time.
The Simple Hack That Changed the Game
Introducing the Bundle-First Strategy
Here it is—the magic move: start every quote with a pre-built bundle that includes your core offer plus high-margin add-ons.
How Bundling Changed the Entire Conversation
Instead of “How much is this going to cost me?” the customer starts thinking “Look at everything I get!” Your sales team is no longer justifying price—they’re highlighting value.
Real-World Example: From $8K to $11.4K Average Deal Size
One SaaS company implemented this hack overnight. Their reps began with bundles that included onboarding, analytics, and priority support. Boom—average deal size jumped from $8,000 to $11,400 in just one week.
Step-by-Step Guide to Implementing the CPQ Hack
Step 1: Identify Your High-Margin Add-Ons
Look for extras that don’t cost you much but add big perceived value:
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Premium support
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Onboarding services
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Extra users or licenses
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API integrations
Step 2: Reorganize Your CPQ Product Structure
Structure your quote builder so bundles appear before à la carte options. Lead with value.
Step 3: Pre-Configure Value-Driven Bundles
Build bundles around real customer use cases. Make it easy for reps to click and send without customization every time.
Step 4: Train Your Sales Reps to Sell Bundles with Confidence
Sales training matters. Reps need to:
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Believe in the value
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Speak to ROI, not price
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Use customer stories
Step 5: A/B Test Your Quotes and Measure Success
Try bundles vs. traditional pricing for 30 days. Track deal size, close rate, and sales cycle length.
Tech Stack Tips to Make This Work Smoothly
Recommended CPQ Platforms
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Salesforce CPQ
- Cincom CPQ
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HubSpot CPQ
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PandaDoc
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DealHub
Integration with CRM and ERP
Make sure your CPQ tool talks to your CRM. A quote without context is just a number.
Automation Tools to Support Faster Quoting
Use tools like Zapier, Make, or native automations to auto-trigger:
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Quote generation
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Email delivery
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Follow-ups
Mistakes to Avoid When Using CPQ Hacks
Overcomplicating Bundles
Keep it simple. Too many options? You’ll paralyze the buyer.
Ignoring Buyer Behavior Data
Use analytics. Learn what bundles close better, which add-ons convert, and when buyers drop off.
Not Aligning Sales and Marketing
Your value messaging must match. If marketing says “simple pricing” but your quote is a mess, you’ll lose trust.
How This Hack Impacts Sales Psychology
Shifting from Price to Value Conversations
Once you anchor the value, pricing becomes a secondary conversation. You’re not selling software—you’re selling outcomes.
How Perceived Savings Increase Customer Satisfaction
Bundled offers feel like discounts, even when they’re not. That’s the power of packaging.
Long-Term Benefits Beyond Deal Size
Increased Customer Lifetime Value (CLV)
When customers start big, they tend to stay longer. Bigger initial deals mean:
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More engagement
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Faster onboarding
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Greater loyalty
Higher Retention and Upsell Opportunities
Bundled users are often more “sticky.” They’ve already bought into the ecosystem.
Conclusion
You don’t need a new product or a fancy pitch deck to close bigger deals—you just need a smarter way to package what you already offer. This simple CPQ hack—leading with bundled value and strategic CPQ pricing—can increase your deal size overnight, just like it did for countless teams.
Want to grow fast? Then stop selling products, and start selling value.
FAQs
1. What is the best CPQ software for small businesses?
PandaDoc and HubSpot CPQ are great for smaller teams due to ease of use and affordability.
2. How long does it take to implement CPQ software?
Implementation varies, but most companies go live within 2–8 weeks depending on complexity.
3. Can this CPQ hack work in service-based industries?
Absolutely! Service bundles (e.g., consulting + training + follow-up) are highly effective.
4. Is bundling always better than itemized pricing?
Not always, but bundling often increases perceived value and simplifies decision-making.
5. How do I convince my sales team to adopt CPQ changes?
Show them results. Pilot the hack, measure wins, and celebrate success to build buy-in.