Guided Selling is here! Turn your pre-quote discovery into a Flow your reps run inside HubSpot — and hand off to an automated quote when they're done.
Ask any sales manager whose team doesn't quote off a price sheet how a good quote starts, and you'll hear some version of the same answer: with the right questions. Workload profile. Traffic range. Whether the environment needs a migration. Whether the contract term changes the rate. The configuration and the price both hang on things the rep has to ask anyway.
The trouble isn't that reps don't know the questions. Your best ones know them cold. The trouble is that the process lives in their heads.
Some reps ask everything. A few write the answers down. Fewer still put them in HubSpot where anyone else can see them. So by the time a quote reaches approval, the context that justified the configuration is gone. The approver has a number and no idea how the rep got there. And a margin exception that should have been flagged on the call slips through, because nobody wrote down the thing that would have flagged it.
That's the gap Guided Selling closes.
Guided Selling lets a Quotivity admin build a branching questionnaire, called a Flow, that a rep walks through before building a quote. The rep answers one step at a time, right on the HubSpot deal record. Their answers route them to the next step, capture deal-specific detail, and write back to HubSpot properties as they go. When they confirm, that handoff kicks off Quotivity's Quote Automation: line items, pricing, template, approval routing, and where it applies, e-signature.
Discovery becomes the input. The rules engine builds the quote.
HubSpot's native quoting doesn't do this. It has properties you can fill in, but nothing that asks the right question at the right moment, branches on the answer, and feeds the result into the tool that builds the quote. That's where native runs out and Guided Selling picks up.
Take a managed hosting provider. Call them Meridian. Every quote is supposed to start with the same discovery: workload, project type, traffic range, auto-scaling. Those four answers decide which product family to quote and whether the deal needs an engineering review or an exception.
On paper, it's a clean process. In practice it holds together only when a tenured rep is running it. Newer reps skip a step. Or they ask the right questions on the call and never log a word of it. The quote comes back not matching what was discussed, and the manager has no way to tell whether discovery happened at all.
With Guided Selling, Meridian's sales ops admin builds that discovery once, in Quotivity Studio. A step for workload. A step for project type. A step that routes to engineering review when traffic is high, and skips to the end of the Flow when it doesn't.
Now every rep runs the same thing. They open the Flow from the Quotivity card on the deal, answer the questions a step at a time, and watch the stepper at the top adjust as their answers shape the path ahead. At the end they review a grouped summary of everything they entered, fix anything that's off, and confirm. The answers save to the deal, write back to HubSpot, and hand off to Create Quote.
The junior rep and the twenty-year veteran now run discovery the same way. The difference between them stops showing up in the quote.
And the quote that comes out the other side is one you can send. The rules don't just add line items — they enforce what can go on a quote together. The incompatible option can't be selected. The required component can't be skipped. The rep isn't assembling a configuration from memory and hoping operations catches it later, because there's nothing left to assemble. Priced, templated, approval-ready, with no time spent in the quote builder.
Guided Selling makes specific questions required, routes on the answers, and gets the result into HubSpot before the quote exists. Managers can see that discovery ran. Approvers get context, not just a total.
It doesn't replace your rep's judgment on price. It doesn't write the follow-up email. It doesn't force every deal through a Flow — you decide which Flows are active and when they're used, and a simple deal type doesn't need one. And it doesn't live in a separate tool. The rep never leaves the deal record. It's the same Quotivity card they already use to build a quote.
That last part matters more than it sounds. Reps resist anything that adds a tab. Guided Selling adds none. It formalizes a process they're doing anyway, just inconsistently, and puts it where they already work.
Why it's built the way it is
Nothing about a Flow is a throwaway questionnaire — it's structured data your quoting logic can act on.
That design pays off twice. Today, it's what lets a confirmed Flow turn into a priced, templated, approval-ready quote with no time spent in the quote builder. Down the road, it's the groundwork for AI-assisted Flow authoring and a conversational Quoting Agent we're building on top of the same keys, answer types, and mappings. A Flow you author now is designed to carry over to both without a rewrite. We'll have more to say on those when they ship.
Guided Selling is available now for Quotivity Enterprise. If you're already using Quote Rules and Quote Automation, it slots in ahead of both — the discovery layer that feeds the quoting you've already set up. If you're not there yet, it's a reason to look.
Book a walkthrough and we'll build a Flow against one of your real quoting motions, so you can see your own discovery running inside HubSpot instead of ours.