Opportunity Nurturing

Taking an opportunity from interest to closed deal is not always an easy or rapid process. Especially in the case of high-cost, complex offerings, opportunities can require significant nurturing to take them through the sales cycle. But creating precisely the right stream of communications to effectively move a deal forward can require substantial time, skill, and care. Given the similarities between different kinds of sales cycles, reinventing the opportunity-nurturing process and communications flow at the individual salesperson level can prove inefficient.

Using CDC MarketFirst's advanced workflow designer and template-development features, companies can devise structured opportunity-nurturing e-mail streams salespeople can employ to move their deals forward reliably.

Using CDC MarketFirst for sales opportunity-nurturing offers tremendous benefits:

Embed a proven sales methodology into the communication flow

Don't leave the effectiveness of sales communications to chance. The power and flexibility of CDC MarketFirst's workflow designer enables companies to design a communications flow that embodies proven sales methodologies, whether they're formal published methodologies or a custom system based on past experience. This ensures that salesperson communications follow a consistent, structured, and proven path toward deal closure.

Retain a personal touch

Standardization doesn't mean that companies have to sacrifice the personal touch that can be so important in securing the trust and confidence of a prospective customer. CDC MarketFirst's advanced personalization features and conditional text and graphic elements ensure that all communications are still tailored to the specific customer and deal.

Create adaptive nurturing programs

CDC MarketFirst's advanced workflow features enable the development of sophisticated adaptive campaigns. This means that instead of a "one-size-fits-all" communications stream, prospects can be sent an increasingly refined and personalized stream of communications based on their responses to previous communications. Different workflows can also be developed to fit different products, services, industries, or deal types to reflect the unique characteristic of each kind of sales cycle, ensuring that the communications flow is always appropriate and relevant.

Save salespeople time and effort

Determining the best next communication step in an opportunity-nurturing process can be difficult, and figuring out how to put it into words can be even more so. By providing a defined path and pre-developed content components, CDC MarketFirst increases sales team productivity and accelerates sales cycles.