# CMOE uses DocSend as a Sales Insights Tool to Strengthen Prospective Relationships

## Background

The [Center for Management & Organization Effectiveness (CMOE)](https://cmoe.com/) is a learning and development consulting group that works with individuals, teams, and organizations to provide customized workshops, offsites, speaking engagements, and consultative research. Providing solutions to organizations like Northern Trust, JB Hunt, Siemens Energy, Zendesk, Amazon, and Shape Technologies, CMOE relies on DocSend to securely share documents and presentations with prospective clients during the sales process.

## The Challenge

Prior to DocSend, Mark Parkinson, Vice President of Sales Enablement at CMOE, would send out sales presentations and proposals to prospective clients as email attachments. With an impressive library of growing presentations, Mark and his sales team wanted to find a more organized sharing solution that would provide them with more control over the sales process.

## The Solution:

The team turned to DocSend’s [secure document sharing](/content/features/sharing/index.html) solution to manage all documents shared during the sales cycle.

1. **Seamlessly sharing sales proposals and presentations**  
Managing a pipeline of prospective Fortune 500 companies requires meticulous attention to detail and focus. It is critical to know exactly when proposals were sent out and what materials prospective clients can access. For Mark, email attachments were outdated and did not represent his organization in the best light in front of major companies.

When Mark first explored DocSend, he was excited by how he could more securely organize client-facing documents in a way that was more intuitive for clients to access. CMOE has an impressive library of content as part of their consulting packages, and Mark often shares previews of presentations with prospective clients. These presentations contain intellectual property that Mark did not want to get into the wrong hands. With DocSend’s [secure sharing](/content/features/sharing/index.html) capabilities, Mark can easily add an email verification or passcode, so that only approved prospective clients can access the materials. Additionally, Mark can set expiration dates, ensuring that prospects can only access the content during an allotted period.

To ensure that prospective clients know exactly where to find all CMOE presentations relevant to their needs, Mark created over two-hundred individualized content portals to house client information using [DocSend Deal Rooms](/content/features/virtual-data-room/index.html). While hundreds of individualized client folders might sound time-consuming, with DocSend, Mark can easily duplicate a deal room template in less than a minute.

> I would never build a sales technology stack in the future without DocSend. This genre of tool is huge. Salespeople have never before had visibility into their prospects’ actions outside of a tool like DocSend.

2. **Uncovering decision makers with document analytics**  
Before using DocSend, Mark had a tough time figuring out the right person to speak with in order to seal the deal. Now he has more visibility into where his documents are going with [DocSend’s analytics](/content/features/analytics/index.html) and can use those insights to his advantage. By identifying the final decision maker earlier on in the sales process, Mark can get the right information in front of the right person and ensure CMOE is top-of-mind for prospective clients.

3. **Framing a conversation with a data-driven approach**  
Now, Mark can see how prospective clients are engaging with the materials he sends. Before DocSend, he had little visibility into whether prospects were consuming the content shared with them. This can tell him if they might be concerned about pricing, so he can address that in their next call. Using data to his advantage allows Mark to anticipate questions or concerns from prospects, enhancing the consultative selling process.

> It’s great knowing whether a prospect has opened a document and how long they have spent on our pricing page. This level of visibility is something I have never had before using DocSend.

4. **Looking forward to the future: customizing prospective client portals**  
Mark is eager to explore more customization options in DocSend Deal Rooms, hoping to add prospective client logos to their deal rooms to provide an individualized touch, enhancing relationships with new clients.

## Secure document sharing with real-time analytics at your fingertips

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