Transforming a Broken Quote Process into a Revenue Machine

The Challenge

This manufacturer was losing deals due to their inefficient quoting process. Sales reps spent 4+ hours creating each quote manually in spreadsheets, causing pricing inconsistencies and delayed responses to prospects. Despite having HubSpot Sales Hub Professional, they weren't leveraging its CPQ capabilities.

The Solution

Bill spent the first week mapping their existing process and shadowing the sales team to see exactly where they were getting stuck.

"That upfront investment in understanding their business made the HubSpot implementation 10x more effective because I could focus on solving their specific challenges rather than just building a generic CPQ system."

• Conducted a Process Audit — We mapped the existing quote-to-cash workflow, identified bottlenecks, and created a streamlined future state that leveraged native HubSpot tools.
• Built a Custom CPQ System — I created a comprehensive solution using HubSpot's product library, custom quote templates, and approval workflows that automated 90% of their previously manual work.
• Implemented Tiered Pricing — By establishing clear pricing tiers with appropriate discount structures, we eliminated the inconsistent pricing that was creating customer confusion.
• Integrated with ERP — To ensure accurate product availability and delivery estimates, we set up a custom middleware integration between HubSpot and their legacy ERP system.

The Results

The implementation of a custom CPQ system within HubSpot transformed this manufacturing company's entire sales process, delivering measurable impact across multiple key performance indicators. By converting their manual, spreadsheet-based approach into a streamlined, automated system, the company was able to respond to market opportunities with unprecedented speed while maintaining pricing governance.

• 85% Reduction in Quote Creation Time — Sales representatives now complete quotes in under 30 minutes compared to the previous 4+ hours, allowing them to respond to significantly more opportunities and prioritize high-value customer interactions instead of manual data entry.
• 32% Increase in Quote-to-Close Rate — The combination of faster response times and more professional, consistent quotes dramatically improved conversion rates. Prospects now receive polished, accurate quotes while still in the decision phase, rather than after they've moved on to competitive options.
• 28% Growth in Average Deal Size — By implementing tiered pricing structures and strategic product bundling, the company not only standardized their pricing but also uncovered previously missed opportunities for upselling complementary products and services. This systematic approach to pricing strategy revealed immediate revenue potential within their existing opportunity pipeline.

The sales team now approaches quoting as a strategic advantage rather than an administrative burden, and company leadership has accurate forecasting data for the first time, enabling more strategic resource allocation and inventory management.