🤝 Hard Sell vs Soft Sell: How Sales Philosophy Shapes the Quoting Software Industry

In the world of B2B software, the way a product is sold can be just as important as the product itself. Two dominant sales philosophies, the high-pressure (or hard) sell and the consultative (or soft) sell, offer very different experiences for buyers. These approaches not only influence customer perception but also affect adoption rates, retention, and long-term satisfaction.

This article explores the strengths and weaknesses of each approach, and how they manifest in the quoting software space, particularly in the sales strategies of ConnectWise Sell and QuoteWerks.

👷‍♂️ What Is a Hard Sell?

The high-pressure sell is a direct, often aggressive approach that focuses on closing the deal quickly. It’s typically characterized by:

• High-pressure tactics
• Emphasis on urgency
• Strong objection handling
• Scripted demos and pitches

✅ Strengths

• Efficient for transactional sales
• Works well with time-sensitive offers
• Can drive short-term revenue

❌ Weaknesses

• May alienate cautious or research-driven buyers
• Can feel impersonal or pushy
• Often leads to buyer’s remorse or churn

💬 What Is a Soft Sell?

The consultative sell focuses on building relationships, understanding the client’s needs, and offering tailored solutions. It’s often associated with:

• Discovery calls and needs assessments
• Educational content and demos
• Long-term value discussions
• Collaborative decision-making

✅ Strengths

• Builds trust and loyalty
• Better suited for complex or high-value solutions
• Encourages long-term partnerships

❌ Weaknesses

• Slower sales cycles
• Requires more skilled salespeople
• May lose out to faster-moving competitors

🧾 How This Plays Out in Quoting Software

🔷 ConnectWise Sell – A Structured, Ecosystem-Driven Approach

ConnectWise Sell is often sold as part of a broader ConnectWise ecosystem (including Manage, Automate, and Control). The sales process tends to be structured and assertive, with a focus on:

• Integration with existing ConnectWise tools
• Long-term ROI and automation
• Partner-led onboarding and implementation

This can feel like a harder sell, especially for smaller businesses not already using ConnectWise. The emphasis is on locking in a full-stack solution, which can be powerful, but also overwhelming.

🔷 QuoteWerks – A Flexible, Consultative Experience

QuoteWerks, by contrast, is often sold through resellers and solution partners like Hilltops IT. The sales process is typically consultative, focusing on:

• Solving specific quoting pain points
• Integrating with existing CRMs or ERPs
• Offering a low-friction, trial-friendly experience

This approach aligns with SMBs and resellers who value flexibility, transparency, and a more personal touch.

🗣️ Anecdotal & Community-Based Insights

✅ ConnectWise Sell

• Approach: Often perceived as more of a structured, enterprise-style sales process, which can feel like a harder sell, especially when bundled with other ConnectWise products.
• Feedback: Some users report that onboarding and implementation are heavily reliant on paid services, which can feel pushy or inflexible.
• Sales Experience: Sales teams may emphasize ecosystem lock-in and long-term ROI, which suits MSPs but may deter smaller, agile teams.

✅ QuoteWerks

• Approach: Typically seen as more consultative and flexible, with a focus on solving quoting pain points for SMBs and resellers.
• Feedback: Users appreciate the transparency in pricing and the ability to trial or purchase without aggressive upselling
• Sales Experience: Resellers like Hilltops IT often lead with education and customization, aligning with a soft sell methodology.

Source: https://www.reddit.com/r/msp/comments/zltsfv/quoter_vs_cw_sell/

🧩 Why This Matters

The sales approach doesn’t just affect the buying experience, it shapes the entire customer journey:

Factor	Hard Sell (e.g. ConnectWise Sell)	Soft Sell (e.g. QuoteWerks)
Buyer Experience	Fast-paced, structured	Collaborative, educational
Onboarding Expectations	Formal, partner-led	Flexible, often self-guided
Customer Retention	Depends on ecosystem lock-in	Depends on relationship and support
Fit for SMBs	Often too complex	Highly suitable
Fit for Enterprises	Strong if already in ecosystem	May lack enterprise-level features

🧠 Final Thoughts

Understanding the sales philosophy behind a product can help you choose not just the right tool, but the right partner. Whether you’re a buyer or a reseller, aligning with a sales approach that matches your values and business style can make all the difference.

• If you value ecosystem integration and structured onboarding, ConnectWise Sell may be the right fit.
• If you prefer flexibility, transparency, and a consultative experience, QuoteWerks continues to shine.