How to Enable Your Remote Sales Team with CPQ + DealRoom

Sales Operations plays a critical role in guiding organizations toward smarter, data-driven decisions and more efficient sales processes. Sales Ops leaders are tasked with implementing the right strategies and technologies to create structured workflows that empower sales reps and drive revenue growth.

One of the key challenges they face today is enabling the success of remote and hybrid sales teams. Supporting these teams requires new tools, agile processes, and a strong focus on connectivity and collaboration.

Reshaping modern sales teams

Remote and hybrid work are no longer temporary solutions; they’re strategic choices for modern sales organizations. As companies continue to adapt to a more flexible and digital-first workforce, sales teams are increasingly operating beyond the traditional office environment.

Today, many sales organizations have adopted permanent hybrid models, allowing reps to work from anywhere while staying closely connected to buyers and internal teams. This shift has enabled sales leaders to expand their talent pool, reduce overhead costs, and support a better work-life balance—all while maintaining or improving productivity.

To support this new way of working, companies are turning to digital sales technologies like CPQ and virtual deal rooms that facilitate real-time collaboration, streamline deal processes, and make remote selling seamless. With the right tools, sales reps can build strong buyer relationships and close deals from any location, whether at home, on the road, or in the office.

Enabling remote selling

As organizations prepare for the future of work, many are looking at expanding their remote sales teams. Sales organizations that have successfully adapted, support their teams in the following ways:

• Their sales teams are enabled with the technology and processes to work from anywhere.
• They are customer-focused and their operations are digitally transforming to support the shifts in buyer behavior.
• They use horizontally connected sales tools that support the buyer’s journey and enable them to respond quickly to buyers and increase time-to-revenue.

7 pillars of building a remote sales team

When building a remote sales team, core building blocks need to be established. Here are 7 pillars upon which to build an effective remote sales team:

1. Sales process SLA
2. Effective guided selling
3. Sales content and resources
4. Deal collaboration
5. Buyer engagement tracking and insights
6. Overcome the challenges of legacy sales stacks
7. Use a revenue hub to unify sales

In today’s Experience Economy, how you make a buyer feel throughout the customer journey is just as important as what you’re selling—if not more. B2B companies are no longer just competing on product features or price; they’re competing on experience.

Modern buyers expect the same level of personalization and seamless service they get from leading B2C brands like Amazon. These brands remember preferences, anticipate needs, and offer timely, relevant recommendations. B2B buyers now bring those same expectations into every purchase decision.

Your buyers are engaging with multiple vendors across different product categories simultaneously. This means you’re not only up against direct competitors. You’re also up against every standout digital experience your buyers have ever had.

According to a 2025 statistics report, 84% of B2B buyers say that their experience with a company is as important as its products or services.
— Gitnux, 2025 B2B Customer Experience Statistics

1.1 Fast response times

A sales development rep needs to respond to an inbound lead in less than 5 minutes to give your sales organization the best chance at progression. 50% of buyers choose the vendor that responds first. Responsiveness should be ensured at every stage of the sales cycle, all the way to close. Your win rates depend on this.

1.2 Personalization

A study by Demand Metric found that 48% of B2B sellers who incorporated personalization in their account-based marketing strategy rate their marketing as more effective.

Marketing sets the precedent for delivering personalized content, and the sales team is expected to continue this level of personalization throughout the buyer journey. To be most effective, you must have a scalable method for guiding reps in segmenting their content for their specific buyer use case and vertical.

1.3 Consistent brand experience

LinkedIn Marketing Solutions reports that a company that invests only in acquisition will achieve a marketing conversion rate of 0.2%. A company that invests in brand and acquisition will achieve a marketing conversion rate of 1.2%.

Current B2B buyers fall into three generational archetypes: Millennials, Generation X, and Baby Boomers. While each of them is motivated by different drivers, the common ground is that they expect a consistent experience when buying from your sales team.

The best way to control the brand experience is by creating a sales proposal process that is guided, consistent, and measurable. Research by Niklas Persson shows that people are willing to pay more when they have a strong brand experience. The more familiar and consistent the brand touchpoints are, the more value customers place on the brand.

1.4 Include a complete sales proposal

Companies typically send out a new email for each and every sales stage in the funnel to update the buyer with the necessary sales collateral to move forward. In some cases, if there has been a lag in email frequency or the email is unclear, the buyer will respond with parallel breakout threads. Then the onus is on the buyer to consolidate that story into one document that can be shared with the stakeholder committee, which typically consists of 5 to 7 people.

Compare that to the ‘new way’ of sending a sales proposal, where every asset from qualification stage to close is included in one personalized DealRoom, which includes Configured

Price Quotation, Contract Redlining, Personalized Sales Content, Terms and Conditions, Forms, and e-Signature.

When you are competing on buyer experience this is a compelling differentiation between you and your competition.

To ramp up new hires quickly and ensure consistent execution across your entire sales team, a Guided Selling Playbook embedded in your CRM is essential. It standardizes your sales process, eliminates guesswork, and makes success repeatable, no matter who’s doing the selling.

Guided selling leads reps through a dynamic flow of qualification and discovery questions, using logic-based prompts that adapt to each buyer’s unique situation. This ensures reps collect the right information, offer the right solutions, and align proposals with buyer needs—every time.

Examples of guided selling questions include:

• Do you operate across multiple locations or regions?
• How many users will be onboarded?
• What contract length is preferred—monthly, annual, or multi-year?
• Do you require integrations with existing tools or platforms?
• What is your expected timeline for implementation?
• What is the buyer’s role in the decision-making process?

The strategic advantage of guided selling is not just faster time to value for reps; it’s also reduced training costs, less human error, and increased deal velocity. Automated recommendations and intelligent workflows remove the burden of manual steps, allowing reps to focus on what matters most: building relationships and closing deals.

By embedding guided selling into your CRM and CPQ workflows, you create a scalable, intelligent sales engine that accelerates onboarding, boosts productivity, and ensures every rep sells like your best rep.

The sales content included in your sales proposal should achieve two primary goals:

1. Give your buyer a consistent and complete narrative as to why your solution is the best fit for their needs.
2. Enable your buyer to share your value proposition in context with their stakeholder committee, who may have very limited context as to what is different or better about your offering.

This may be the best time to include a customer testimonial, and reaffirm that other companies with a very similar use-case have already bought from you and thrived as a customer.

If your company is featured on leader grids like Gartner or G2 Crowd, you can also position that achievement in your sales proposal as a benchmark. As Marc Benioff once said, “eventually great features will be copied and the only thing that can truly differentiate you is ‘trust.’”

Creating sales proposals requires the input of multiple business stakeholders.

• Marketing curates the content
• Sales Operations manages both the connectivity between multiple pieces of technology and the process
• Sales approves the margins, contract, and overall proposal document
• Finance approves the margins
• Legal approves the contract redlining and the terms of commitment

The most efficient way to gain workflow approvals quickly is to segment the permissions from each area of business outside of sales so that they only receive the information that is subject to their approval.

Using DealRoom for deal collaboration streamlines this complex process by providing a centralized platform where each stakeholder can review, comment, and approve their specific sections in real time.

DealRoom’s granular permission controls ensure that sensitive information is only accessible to the right people, accelerating approvals while maintaining compliance and security.

This level of transparency and coordination eliminates bottlenecks, reduces errors, and helps sales teams close deals faster with full confidence in the accuracy and completeness of every proposal.

If you’ve used traditional sales engagement software, you know it can track basic metrics like email opens and clicks. But true Buyer Engagement goes far beyond these surface-level signals, especially when it comes to closing complex deals.

Buyer Engagement means tracking the activity of all stakeholders within the buyer committee, including those “hidden” influencers who may not be directly interacting with your reps. With real-time alerts, sales teams know exactly when a proposal is being reviewed, shared, or actively moving forward, giving them crucial insights into where the deal stands and how to respond.

Once a sales proposal is e-signed, DealHub automatically updates your CRM opportunity to “closed/won,” eliminating manual data entry and accelerating revenue recognition. Just as marketers rely on buyer intent data to generate leads, sales professionals need these same real-time engagement signals to forecast accurately and prioritize the hottest opportunities.

In face-to-face sales, you read a buyer’s body language to gauge interest and readiness. In digital selling, DealHub’s DealStream enables you to read your buyer’s “digital body language.” DealStream provides a real-time activity feed that shows exactly how and when each stakeholder interacts with your proposals, whether they’re opening, commenting, or sharing documents.

This transparency empowers sales reps to tailor their follow-up with precision and close deals faster by engaging buyers at the right moment.

If you have inherited a legacy sales stack that has multiple sales tools, you are probably duplicating your spend on tools that overlap. And, not every tool is designed to work with your remote sales workflow.

Your sales software should streamline your existing processes. It should enable your remote sales team to work in one fluid motion from opportunity to close. A horizontally-connected sales stack eliminates multiple back-and-forth emails, time-consuming administrative tasks, toggling between disparate sales software, tracking each part of the buyer’s journey separately, and relying on gut instinct to determine buyer engagement.

Sales teams that work from within one guided selling process, straight out of their CRM, using unified sales tools, with all insights and data visible across their sales platform, see increased efficiency, productivity, and close rates.

We analyzed our software industry customers’ performance in 2020 when many companies had shifted to remote selling, measuring sales cycle duration from quote to close. We compared the use of Configure Price Quote (CPQ) inside our DealRoom sales proposal software vs. the use of Word/PDF to generate price quotes. We determined that CPQ software is outperforming PDF/Word formats for quote generation in two key areas:

• Sales cycle duration (time-to-revenue)
• Time spent in creation (operational efficiency)

The foundation of DealHub’s revenue hub is the combination of our CPQ solution for quote generation + our unique DealRoom proposal software for deal collaboration and content sharing.

Bringing these two solutions together creates a horizontally connected sales stack. Remote sales teams use one platform for all sales touchpoints. All data syncs to your CRM. The entire team, regardless of location, works from one source of truth on deals.

Use this checklist to determine whether it’s the right time to invest in CPQ + DealRoom, the most innovative platform to enable remote and hybrid sales teams.

Here are 10 reasons why now is the right time to prepare your sales team for remote selling:

• Consolidate sales stack spend by retiring unnecessary legacy tools
• Reduce sales rep administration
• Reduce sales cycle duration
• Control unnecessary additional margin discounts
• Improve win rates
• Improve buyer experience
• Control your brand identity
• Synchronize all documents and quotes into your CRM
• Differentiate yourself in a competitive market
• Leverage buyer intent signals to improve forecasting

DealHub delivers a complete quote-to-revenue platform purpose-built to accelerate sales and drive predictable growth. Our flexible, no-code solution empowers enterprise and mid-market teams to streamline the entire revenue process—from configuration and pricing to contract management, billing, and renewals.

With DealHub CPQ at its core, revenue teams can build custom workflows, adapt quickly to changing business needs, and maintain full control over the sales process. It’s intuitive for users, easy to implement, and seamlessly connects sales, legal, finance, and operations.

DealHub’s unified platform brings consistency to every deal interaction. Digital DealRooms centralize buyer and seller communications, making collaboration easier, faster, and more transparent throughout the deal cycle.

Backed by a guided Sales Playbook and fully integrated CPQ, CLM, Billing, and Subscription Management tools, DealHub enables your team to:

• Generate accurate, real-time quotes
• Accelerate contract approvals
• Deliver personalized, relevant content
• Simplify billing and subscription workflows
• Close bigger, more complex deals, faster

Integrating with leading CRMs (Salesforce, Microsoft Dynamics and HubSpot) and trusted by revenue experts such as Deel, Gong, Intuit, Trintech, SpotOn, SysPro, and Braze, DealHub ensures faster time to value.

One platform. One source of truth. One seamless revenue motion. That’s the power of DealHub.