If you’re in B2B sales or run a team that sells complex products, you know the pain: too many options, too many mistakes, and way too much time wasted on back-and-forth. Guided selling is supposed to help, but most setups are clunky, slow, or just plain ignored by reps. This guide is for anyone who wants to actually get value out of guided selling—no fluff, just a step-by-step on making Verenia work for you.
Let’s cut through the noise and get your guided selling workflow up and running so you can see more closed deals and fewer headaches.
What is Guided Selling in Verenia—And Why Bother?
Guided selling isn’t new, but it’s often misunderstood. In Verenia, it means building digital “wizards” or workflows that help sales reps (or even customers) pick the right products and configurations. Think of it as a GPS for selling complex stuff—no more getting lost in the weeds.
Why bother? - Fewer errors in quotes and orders - Faster onboarding for new reps - Happier customers who get what they actually need - More deals closed, fewer deals stuck
But here’s the catch: If your workflow is clunky, too complicated, or tries to do everything, no one will use it. Keep it focused and practical.
Step 1: Map Out Your Sales Process Before Touching Verenia
Don’t jump into the software yet. First, sketch out how you actually sell. This is where most people go wrong—they try to automate a messy process.
Do this: - List the main steps your best sales reps follow (from first call to signed quote) - Write down the most common questions and objections customers have - Identify where deals typically get stuck
Pro tip: Talk to your top reps, not just your sales manager. They know where the process breaks down.
What to skip: Don’t try to map every edge case or rare scenario. Focus on the 80% that covers most deals.
Step 2: Decide What to Automate (and What to Leave Manual)
Verenia is powerful, but it’s not magic. Guided selling works best when it simplifies—not replaces—human judgment.
Automate: - Product compatibility (e.g., Can this engine go with that chassis?) - Pricing logic (discount rules, bulk pricing) - Required add-ons or accessories
Leave manual: - Custom pricing for big accounts - Special approval workflows - Anything that needs lots of back-and-forth or exceptions
Honest take: If you try to automate the messy 5% of deals, your workflow will become a nightmare. Start simple. You can always add more later.
Step 3: Build a Basic Workflow in Verenia
Now you’re ready to actually set up your first guided selling workflow.
3.1. Create a New Guided Selling Flow
- Go to the admin panel and choose “Create New Workflow.”
- Give it a clear name (e.g., “Standard Widget Configurator”).
- Set permissions—who can use this? (Sales reps, partners, or customers?)
3.2. Define the Key Questions
- What’s the first big decision a rep needs to make? (Product family, use case, etc.)
- What options should show up next, based on that answer?
- Keep the number of questions as low as possible at first.
Example:
If you sell commercial equipment, your first question might be, “Indoor or Outdoor Use?”
3.3. Add Product Rules
- Use Verenia’s product rules engine to block invalid combinations.
- Set up alerts or tooltips for common mistakes (“This model requires a safety kit”).
- Test the rules with a few real-world scenarios.
Watch out for:
Overcomplicating the rules. If you need a flowchart to explain your workflow, it’s too much.
3.4. Set Up Pricing Logic
- Use built-in pricing tables for standard products.
- Add discount rules (e.g., auto-apply 10% off for 100+ units).
- Make sure pricing updates in real time as options change.
What to ignore:
Custom pricing for one-off deals—leave that for manual review. Don’t try to automate every possible price exception.
3.5. Test with Real Reps
- Have at least two sales reps run through the workflow with real (or realistic) deals.
- Ask where they get confused, where they slow down, or what’s missing.
- Fix issues before rolling it out to everyone.
Step 4: Roll Out to the Team—But Keep It Lean
Don’t launch to the whole company at once. Start with a small group—ideally, your most adaptable reps.
Rollout tips: - Hold a short training (not a marathon session—just enough to get started) - Ask for feedback after one week - Tweak the workflow for speed and clarity
What doesn’t work:
Forcing everyone to use a complicated workflow from day one. You’ll just annoy people, and they’ll find ways around it.
Step 5: Measure, Iterate, and Don’t Overthink It
Guided selling is never “done.” Watch how it’s used, and don’t be afraid to cut out steps that aren’t helping.
What to track:
- Conversion rate before and after rollout
- Average time to quote
- Number of errors or rework (wrong parts, wrong pricing)
- Actual feedback from reps (not just managers)
When to update:
- When reps start skipping steps or making side deals, your workflow is too slow.
- When customers keep asking for clarification, your questions aren’t clear.
- When you add a new product line or pricing model.
Quick wins:
- Remove unnecessary questions
- Default common answers where possible
- Add context or help text for confusing choices
Pro Tips for Getting Results
- Start with one product line. Don’t try to boil the ocean. Win small, then expand.
- Keep the workflow under 10 steps if you can. People have short attention spans.
- Make feedback easy. A simple form or Slack channel is enough.
- Review it quarterly. Products and sales strategies change faster than you think.
What to ignore:
Vendor hype about “AI-driven recommendations” unless your data is rock-solid. Start simple—there’s no silver bullet.
Wrapping Up: Keep It Simple, Iterate Often
A good guided selling workflow in Verenia doesn’t have to be fancy. The best ones just help your team avoid mistakes and move faster. Start small, focus on your main sales path, and improve as you go. Don’t get bogged down building a monster system that nobody wants to use.
Remember: It’s better to have a simple workflow everyone uses than a perfect one nobody touches. Build, test, tweak, repeat. That’s how you actually boost conversion rates.