Reviving Abandoned Sales Journeys with Automated CPQ Intervention

Client Overview

A B2B services provider catering to regional businesses requiring tailored logistics and pricing based on service zones.

Business Challenge

A significant percentage of potential customers dropped off mid-way through the onboarding journey. The business lacked visibility and structure to re-engage these leads or convert them through a guided sales process.

Solution Implementation in Salesforce

We implemented an abandonment-aware sales intervention flow on Salesforce CPQ:

1. Abandonment Triggers Defined

Leads that didn’t create locations or confirm pricing within a defined timeframe were flagged.
Multiple abandonment stages were handled with custom logic and batch monitoring.

2. Dynamic Product Configuration via Cart APIs

Abandoned leads were automatically converted to Account, Contact, and Opportunity.
Assigned to sales reps via round-robin queues.

3. Guided Sales & Onboarding Journey

Opportunities launched a CPQ journey.
Sales reps used pre-populated data (locations, cash volume) to generate quotes with line items grouped per region.