Fast FinListics Facts:

What is FinListics and what can our methodology do for you?

FinListics Solutions is a leader in training sales professionals how to sell at the executive level. Our proven portfolio of training and analytic tools enables sales professionals to effectively generate and close deals using a targeted financial approach to selling the value of their products or services.

How does Finlistics help salespeople?

• Help sales professionals speak the language of finance at the executive level using quantitative industry-specific financial terminology and metrics
• Implement a standard process sales professionals can use to communicate to customers how their solutions create financial value
• Provide the requisite level of knowledge of financial concepts and caveats to help sales professionals
• Relate gaps in a customer's financial metrics to business processes - and show the potential of their solutions
• Prepare and effectively present financial-based customer presentations

Do I need to know a lot about finance in order to be effective? 

No, even if you hated finance in college and waited until the last semester to take it.  The financial analysis augments how you already sell.  Executives want you to help them link financial gaps to processes and solutions -- not provide a history lesson on their financial performance.

How is your program different from other sales-help programs?

It starts at the top using the true pain the executive is feeling; their financial performance.  We help sales people connect the dots, from the financial pain to the business process and activities & tasks – the items that an executive truly needs to manage to improve financial performance.   We provide not only the tools to practically and pragmatically execute this top down sales methodology, but also the requisite education and training to allow the sales to step outside their comfort zone into this new world of "selling value."

Is Finlistics a training program or for advanced sales associates? 

FinListics Solutions has elements of both.  For the beginning sales professional, we have worked with other companies such as IBM & Microsoft to provide "expert systems" tools that allow a less skilled sales person to conduct intelligent interview with a client using industry & financial knowledge embedded in the tool.   For the more advanced sales professional, we have benchmarking tools and process maps that allow face-to-face interactive sessions with a client that are more like a hockey game – go where the puck is going to be.   We wrap these tools together with 2-day workshop that is role-playing based to allow the advanced sales professional to gain the confidence they need in this methodology.

What is the "traditional" approach to sales and how does Finlistics alter that? 

Most solution sales professionals do not speak the universal executive "Language of Finance."; and therefore sell to "Technical" instead of "Economic" buyers.  And many solution sales professionals challenged to demonstrate value of solution investments.    More and more solution investment decisions are being driven by the economic buyer, and FinListics Solutions helps solution sales professionals to communicate to executive how their solutions create financial value.

How did you develop this program? 

The solution selling space has become so competitive; it became obvious that companies have a need for a differentiated sales process.  Technology by itself is no longer a sustainable differentiator for companies when selling their solutions.  Executives demand a good return on their investment and solution providers are being asked to demonstrate how that can be accomplished.  A traditional sales process does not accomplish this.   

Is it better for use by big companies or small to midsize? 

Finlistics Solutions approach works with all size companies, public or private.  They are all driven by the objectives, 1. Grow their business profitability, 2. Improve their profitability, and  3. Improve their capital utilization.   So whether you are talking the CEO, COO, or CxO of a large public company, or the owner of small private company, they are still interested in the same thing – providing a fair return to their investor