Would You Like Fries With That? AI + CPQ = Smarter Cross-selling

When people ask me what AI can do for Configure, Price, Quote (CPQ), I usually start with a question:

Would you like fries with that?

It’s funny, but it’s also the perfect analogy. That simple question represents one of the most effective sales techniques ever invented: the cross-sell. You’re not guessing what the customer wants next; you’re recognizing a pattern. You’ve seen it before, and you know what naturally complements what they’ve already chosen.

That’s exactly what modern AI-powered CPQ is built to do.

The Real Problem CPQ Solves: Letting Salespeople Sell

I got my start supporting more than 80 sales teams across the country, and I learned something early: salespeople just want to sell.

They don’t want to learn complicated systems or click through 20 screens to get a quote out the door.

I’ve seen companies with approval processes so complex that one quote needed 17 different approvals before it could go to a customer. That’s not selling, that’s bureaucracy.

AI is finally fixing that. Guided selling, predictive prompts, and automation handle the administrative work so salespeople can get back to doing what they’re paid to do. With AI-driven CPQ, you can build accurate, compliant quotes in seconds instead of hours.

Where “Fries” Become the Future of Selling

Here’s where the fries come in.

With AI layered into CPQ, the system can now anticipate what your customer is likely to buy next. It’s the digital version of “Would you like fries with that?”

But instead of asking everyone the same question, the system knows if a customer is more health-conscious to suggest a side salad instead.

AI-driven CPQ uses real data (i.e. past purchases, account type, industry, location, and even seasonality) to make smart recommendations. It’s not random cross-selling and upselling. It’s contextual selling that feels relevant and personal.

AI can prompt the rep:

• “Customers like this usually add an extended warranty.”
• “Similar accounts in this region bought the following accessories.”
• “This configuration is missing a required component.”

It’s suggestive selling powered by data, not guesswork.

Before and After CPQ

Before CPQ, quoting often meant spreadsheets, static price lists, and emailed approvals. Prices updated weekly in some cases and required users to refresh their window. Sales reps could easily work off outdated numbers without realizing it.

After CPQ, pricing updates in real time. Approvals route automatically. Finance, operations, and sales are all aligned.

And when you add AI, it goes a step further:

• Predicts buying patterns before the quote even starts
• Optimizes bundles and margins automatically
• Shortens the sales cycle by removing manual steps

That’s not just automation. That’s intelligence built into the sales process.

The Human + AI Balance

Even with all the AI innovation, I always remind sales teams: AI will never know your customer better than you do. It’s a tool, you still drive.

AI can analyze data and surface insights, but the salesperson brings the human touch. The context, the judgment, and the relationship. The best outcomes happen when you combine both.

Your CPQ Options for Modern Revenue Management 

CPQ has evolved beyond simple quoting tools. Today, organizations can choose between flexible solutions that manage the entire revenue lifecycle.

Salesforce

Salesforce officially sunset its standalone CPQ product, and now everything lives under Revenue Cloud, recently rebranded to Agentforce Revenue Management. It’s a unified solution that brings quoting, billing, and revenue recognition together under one roof.

I’ve implemented and supported Salesforce for years across Service, Sales, and Field Service and I’ll tell you this: Agentforce Revenue Management is more complex than legacy CPQ, but it’s also a lot more robust. When combined with a sophisticated AI support environment, the possibilities are virtually limitless.

Why? Because it’s built natively on the Salesforce platform, scales with your organization, and connects your entire lead-to-cash process. You’re not just generating quotes anymore; you’re managing your entire revenue lifecycle in one place.

Logik.ai, from ServiceNow (formerly Logik.io)

Logik.ai, from ServiceNow, represents the next evolution of CPQ intelligence. CPQ on ServiceNow helps revenue teams overcome legacy limitations and sell complex products and services on any channel at scale.

Powered by advanced AI, it automates discovery, configuration, and quoting while embedding sales and product expertise directly into guided workflows. The result is accuracy, completeness, and profitability in every quote.

Sellers are guided to the right solutions fast. Customers experience seamless, friction-free buying journeys. And margins stay protected at every stage. From quote to care, CPQ on ServiceNow connects the entire revenue lifecycle and drives long-term growth through operational efficiency, smarter selling, and scalable speed.

The Takeaway

The next generation of CPQ isn’t just “click-to-quote.” It’s click, think, predict, and profit.

With modern CPQ and AI-powered guided selling, you can streamline complexity, speed up quoting, and identify new revenue opportunities all while keeping the personal, human side of sales intact.

Because sometimes, the smartest question you can ask in sales is still the simplest:

Would you like fries with that?

Let’s Talk About Smarter Selling

If your team is ready to modernize CPQ and see what AI can really do for your sales process, let’s connect. Our experts at Bolt Data can help you simplify quoting, shorten sales cycles, and unlock new revenue opportunities with Salesforce and ServiceNow.