Standardized Communication

In the course of the sales cycle, sales representatives often engage prospects in multiple rounds of communication, as they educate the prospect about available product and service features, take advantage of opportunities to up-sell and cross-sell, provide quotes, negotiate contract terms, and bring the sale to a close.

The content of these communications can play a critical role in winning a deal. But for the same reason, these communications can also pose a risk. It's important, therefore, for a company to have some control over the way in which salespeople and others within the organization communicate with potential customers.

CDC MarketFirst enables companies to create standardized web-based templates that salespeople can use to communicate with prospects in a consistent, company-approved manner. These templates can involve conditional content that a salesperson selects as applicable, ensuring that relevancy and personalization aren't sacrificed.

Using CDC MarketFirst to standardize communication offers numerous benefits:

Reduce risk

Allowing salespeople to make potentially inconsistent claims or promises to prospects can pose liability issues for companies, especially those operating in highly regulated industries. Using CDC MarketFirst to standardize communications can significantly reduce this risk, as well as ensuring appropriate legal language or disclaimers are used in sensitive communications.

Ensure consistency across media and channels

Using CDC MarketFirst, the same standards, messaging, and design elements can be applied across formats, whether a salesperson is sending a print letter, fax, e-mail, or SMS message. The ability to use these templates can be extended through direct and indirect sales channels to ensure across-the-board consistency.

Save time and effort

High-priced salespeople are paid to sell, not to write, and it's highly inefficient to have them re‑create the same kinds of messages over and over. Save them time and keep them focused on higher-value activities by taking the effort and guesswork out of prospect communications.

Automate literature distribution

Salespeople routinely send supporting literature to prospects at various points in the sales cycle. Automating this process can significantly streamline prospect interactions.

Protect brand image

Inconsistent brand messaging can erode hard-earned brand equity. With CDC MarketFirst templates, marketers can ensure brand messages and imagery can be consistently applied, no matter where within the company the communication originates.