FinListics Case Study: Sales Force Transformation
An efficient and effective sales methodolgy to show the value of your solutions
Business Issue:
- Solution provider’s sellers needed to better understand clients’ challenges; business and financial goals; engage in more meaningful dialog with client executives (many of which they traditionally did not meet with); and better articulate the financial benefits of their solutions.
- Many sellers wasted time inefficiently researching clients’ Annual Reports, Earnings Call, Investors Presentations and other documents; and challenged to net-out large amount of data into actionable information.
- Most sellers not comfortable speaking the "language of finance."
FinListics Solutions Customization:
- FinListics worked with provider to assess their existing sales education and how to integrate FinListics for a more seamless deployment.
- Sellers provided access to CFOEd “Selling Value” courseware to develop working knowledge of finance and areas of greatest interest to client executives.
- Customized workshops developed incorporating provider’s key solutions by industry.
- Solution mappings and qualifying questions developed for 10 key industries and incorporated into FinListics Summary Report.
- FinListics Client Financial Analysis and Client Opportunity Assessment used to help sellers optimize time spent researching client.
- FinListics provides post-workshop one-on-one coaching and account reviews.
Results:
- Education and sales-enablement tools provided to over 300 sellers world-wide.
- Over 150 post-workshop one-on-one sessions conducted.
- Sellers rated the benefits of FinListics on a scale of 0 for not beneficial at all to 5 for highly beneficial. The results show 80% or more of the respondents assigned FinListics a score of 4 or higher in areas like:
- Better identify relevant discussion points
- More effectively prioritize areas of focus
- Engage in more meaningful dialog
- Enhance client executives’ view of solution provider as a strategic partner
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