FinListics Prospecting Tool

Sell more efficiently by developing financially focused lists of potential clients

Have you found yourself spending hours indentifying and prioritizing prospects to target in your sales process? Then, have you exhausted even more time pursuing those companies with limited success, only to discover much later in the year that they weren’t interested in your solutions? Would you rather know which companies have a higher propensity to invest in your solutions from the beginning of your sales process, instead of wasting most of your time pursuing companies that may have no intention of investing or closing the deal?

The FinListics Prospecting Tool helps you sell more efficiently by developing financially focused lists of potential clients that may benefit the most from your solutions and have a higher propensity to buy. This innovative tool enables you to:

• Spend more time selling with a list of targeted accounts prioritized based on the potential financial benefits your solution delivers.
• Sell more to existing customers by knowing the ones with the greatest need for your other solutions.
• Develop better territory sales plans with a list of companies in your territory within a specific industry based on size and other financial criteria.

Example

Many companies today focus harder than ever on improving management of the cash operating cycle (Days in inventory plus Days sales outstanding less Days purchases outstanding). Suppose you provide solutions that help clients better manage Days in inventory for manufacturers of personal care products. You’d want to find all those personal care product companies meeting the following criteria:

• Revenue greater than US$500 million
• Headquartered in North America
• Days In Inventory:
• Under-performing the top 25% of their industry
• Current year’s is the highest in the last 5 years

The table below provides an example of the results:

Company	Revenue ($millions)	Days in Inventory	Trend Benchmark	Cash Flow from Improving Performance	Relative Cash Flow Opportunity (ROC)
Company A	$10,000M	110	95	$ 50	0.5%
Company B	$ 5,000M	150	120	$200	4.0%
Company C	$ 2,000M	175	125	$150	7.5%

Industry Benchmark: 100 Days in inventory

Traditional prospecting relies heavily on Revenue size—the larger the company, the bigger its challenges and its budget. In this example, Company A is the highest priority. Another approach is to target companies with the largest Cash Flow Value from Improving Performance which is Company B.

But the real question is “What is the prospect’s propensity to invest in your solutions?” The Relative Cash Flow Opportunity (RCO) provides powerful insights into this question. RCO is the Cash Flow from Improving Performance expressed as a percentage of Revenue. It’s also a measure of relative pain. Company C represents the top priority since it has the highest relative pain, even though it has the lowest revenue and Cash Flow from Improving Performance. Imagine spending most of the year pursuing Companies A and B with limited success, only to find out much later in the year that Company C has the highest propensity to invest in your solutions—and would likely have the shortest sales cycle.