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  Home > CDC MarketFirst > Solutions > Sales > Postponed Opportunity Maintenance and Communication 

Postponed Opportunity Maintenance and Communication

There are many reasons that a prospective opportunity might become postponed in mid-stream: personnel changes, budget reallocations, re-prioritization of initiatives, timeline changes, or the need for further strategic review or executive approval, to name just a few. But the same features that made such deals attractive opportunities in the first place make them important opportunities to continue to pursue. However, salespeople invariably need to focus their energies on the deals with the most immediate sales potential, which means postponed opportunities can easily become lost in the shuffle.

CDC MarketFirst enables companies to ensure postponed opportunities don't fall off the sales radar screen:

Communicate regularly with postponed opportunities

CDC MarketFirst can send regular personalized messages to postponed opportunities from their salesperson, inquiring as to the status of their purchase plans, providing company updates, or alerting them to new products, services, or promotions. With CDC MarketFirst, postponed-opportunity prospects never feel like they've been forgotten, and your company can always stay front of mind.

Make the most of salespeople's time investments

Often when an opportunity is postponed, a salesperson has invested a significant amount of time developing the deal. Implementing a postponed-opportunity nurturing program through CDC MarketFirst ensures that this effort is not wasted by maintaining ongoing contact and reminding the prospect of the company's commitment to winning their business.

Eliminate need for salesperson intervention

Because CDC MarketFirst communications can be pre-scheduled and its advanced segmentation capabilities enable companies to create segments based on profile criteria such as deal status, there is no need for the salesperson to initiate or otherwise engage in the nurturing program. When the prospect's response signals that they might be ready for direct salesperson follow-up, the lead can be sent back to the salesperson.