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More FinListics Case Studies

Industry-Specific Financial Acumen

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Building Client Executive Support with FinListics Value Modelers

Account Cluster Planning

Prospecting Webinars

 

FinListics Case Study: Inside Sales Demand Generation Initiative

FinListics Develops and Delivers an Inside Financially-focused Sales Transcript

Business Issue:

Solution providers needed cost effective means to generate qualified sales leads for small and medium size prospects.

    • Prospect executives wanted to know potential financial benefits of client's solutions.
    • Many inside sales professional weren't comfortable engaging in dialog with prospects senior executives such as CFOs since they did not speak the "language of finance."

FinListics Solutions Customization:

    • FinListics worked with solution provider to develop inside financially-focused sales transcript to uncover business pains and potential solutions.
    • Customized financial benchmarking models using 1000's of industry aggregates to deal with private companies were developed to use with prospect via webinar.
    • A customized version of CFOEd "Selling Value" courseware was deployed to inside sales professionals to improve financial acumen and link gaps in prospect's financial performance to solutions and potential value.
    • Here's what the project sponsors had to say:
      • "Finlistics was invaluable in our design of the most effective demand generation tool.... They provided not only the financial benchmark data but also the critically needed education and sales support necessary for the project to succeed."
      • "Our goal in building the ... tool was to enable our sales personnel to effectively sell in the solutions to C-level executives regardless of industry and finance experience. We had the industry knowledge from our consultants to draw from but fell short for the finance piece. We turned to FinListics not only for their financial models and industry benchmark data but also their educational expertise. FinListics provided the data how and when we needed it. Equally important, FinListics provided customized education and support for our sales force so they could be more successful using the … tool. Data isn't much help without the education to use it."