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Learning series · Sales & collections · 7 lessons

Digitizing Sales: From Quote to Cash

An operations series for every company that sells to other businesses on credit, from contracting to factories and distributors to property operators, hotels and maintenance companies: where money stalls between the quote and the collection, how prices and discounts become an authority the system enforces rather than a promise made on the phone, how to set a credit limit and a guarantee before you sell on terms, how the invoice should start from a signed delivery rather than from the sales order, why payment waits when the invoice is late or a dispute has no owner, how to run receivables aging on a schedule rather than on memory, and how to match incoming payments and see your cash flow with a ninety-day plan.

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Digitizing Sales: From Quote to Cash
7 of 7 published

Lessons in this series

  1. 01Quote to Cash: Where Money Stalls Before It ArrivesA large customer pays late, and it turns out the invoice never reached the right person, or the quantity or discount is in dispute. Part one of Digitizing Sales maps selling on credit as seven stations from the quote to the matched receipt, names the usual break at each one, explains why this is a design problem rather than a customer or team problem, and gives you an exercise to see where you stand this week, with no new tools.Part 1 of 7 · 7 min read
  2. 02Quote and Discount Approval: One Price Everyone KnowsQuote and discount approval works with one price list, numbered quote versions and a discount approval matrix the system enforces. Part two of Digitizing Sales shows how the approver sees the margin before a quote goes out, how a special price for one customer becomes an agreement with an end date, and why a discount promised after the invoice turns into a credit note with a deadline.Part 2 of 7 · 7 min read
  3. 03Customer Credit Limits and Guarantees for Selling on TermsA customer credit limit is a figure the owner sets for each customer, and the system checks it at every order and delivery before you sell on terms. Part three of Digitizing Sales covers the customer record and two free official checks, how going over the limit becomes a recorded approval rather than a phone call, the guarantees an owner can choose from, including an advance payment, a bank guarantee and an electronic promissory note on the Nafith platform, and how contractors track advance payments and retention.Part 3 of 7 · 7 min read
  4. 04Proof of Delivery: The Invoice Starts at Sign-offProof of delivery is a note signed by an authorized receiver at the customer, and the invoice is built from it, not from the sales order. Part four of Digitizing Sales covers what a delivery note captured on a phone records, from quantity and signature to time and photo, how partial deliveries and refused items are logged, how a customer confirms a finished service and an engineer approves a progress claim, how that proof becomes an invoice draft with no retyping, and what Saudi Evidence Law says about digital evidence.Part 4 of 7 · 7 min read
  5. 05Why Customers Pay Late: On-Time Invoices, Logged DisputesCustomers often pay late because the invoice went out late, reached someone who cannot approve it, or carries a dispute nobody owns. Part five of Digitizing Sales covers the deadlines for issuing a tax invoice and a monthly summary invoice under the VAT Implementing Regulations, why an invoice is corrected after issue with a credit or debit note on time rather than deleted, and how a dispute log gives every objection an owner, a reason and a date, so the undisputed part of the invoice stays collectible.Part 5 of 7 · 7 min read
  6. 06Receivables Aging Report: Collect on a Schedule, Not MemoryA receivables aging report sorts every unpaid invoice by age from its due date; a collection calendar sets what happens to each one, and when. Part six of Digitizing Sales covers aging buckets set by the owner, reminders before, on and after the due date, escalation and the hold on new deliveries, a call log with payment promises, the monthly customer statement, what the law says about an unpaid promissory note, and the conditions in Article 40 of the VAT Implementing Regulations for reducing output VAT on a debt that was never collected.Part 6 of 7 · 7 min read
  7. 07Cash Application and a 90-Day Plan to Digitize SalesCash application matches every transfer that reaches your account to the invoices it pays, so you never chase a customer who has paid. Part seven, the final part of Digitizing Sales, covers three cases that confuse matching and four tools that solve them, a week-by-week cash view set against supplier payments, and a 90-day plan for digitizing sales in an order that never stops selling for a single day.Part 7 of 7 · 7 min read

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