FinListics Solutions - Powerful Knowledge - Powering FinListics Solutions - Powerful Knowledge - Powering Sales
 
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Education Offerings

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Industry Itineraries

FinListics Case Studies:

Industry-Specific Financial Acumen

Inside Sales Demand Generation Initiative

Sales Force Transformation

 

FinListics Biz-Tips:
Companies are zeroing in on their Cash Operating Cycle in response to tighter credit markets, higher borrowing and operating expenses and greater uncertainty. How do your solutions help clients better cash operating cycle...
Prospecting for Better Leads:Imagine you're a sales person spending most of the year pursuing two companies with limited success, only to find out another one has the highest propensity to invest in your solutions...
Why do you need to know LTM?       If you have data that compiles the last 12 months of the company’s performance you gain a better understanding of how the company’s financial ratios have been affected by these challenging economics scenarios.

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Welcome to the FinListics "Selling Value" Methodology

Client executives demand that all solution providers answer these three key questions:

  • Do you understand my business and industry?
  • How do your solutions help solve my business challenges and facilitate achieving my goals? 
  • What is the impact of your solutions on my financial performance?

At the same time, solution providers are looking for new ways to:

  • Enhance their ability to articulate, show and measure their value proposition
  • Build a more qualified pipeline faster with existing and new clients
  • Expand deal size
  • Better manage the cost of sale

 

FinListics enables solution providers to answer the three key questions asked by client executives and helps companies to become higher performance sales and marketing organizations. Our proven integrated Selling Value Methodology is used throughout the world by tens of thousands of professionals in sales, marketing, consulting, human resources and other positions at companies like Accenture, Citi, Deutsche Bank, DHL, FedEx, HP, IBM, Infor, Manhattan Associates, SAS, UPS, Wells Fargo and many more.

 

The FinListics Selling Value Methodology consists of three modules: Education, Sales Enablement & Prospecting Tools and Account Planning.

 The table below shows the Methodolgy modules and their components mapped to common steps in a sales process. Come Explore the FinListics Methodology to start your Selling Value Journey to increase sales!

 

Steps in the Sales Process
Activity
FinListics Solution
DEVELOP A FOUNDATION
1
Study the Language of Business
 Learn the fundamentals of financial performance and why it's important to client executives.
  1. eLearning Courseware:
    FINANCIAL ACUMEN
2
Investigate the Client's Industry
Develop detailed knowledge of a client's industry from a financial & business process perspective.
  1. eLearning Courseware:
    INDUSTRY ITINERARY
DISCOVER PROSPECTS & CLIENTS
3
Discover Leads
Identify prospects based on gaps in financial metrics where your solutions improve performance and their ability to fund investments.
  1. Reports:
    INDUSTRY PROSPECTING REPORTS
4
Search For Insights
Analyze a prospect's financial performance and conduct research on items like factors impacting performance, strategies & goals.
  1. eLearning Courseware:
    SELLING VALUE
  1. Tools:
    VALUEMANAGER ONLINE
EXPLORE BUSINESS VALUE
5
Motivate Change
Develop a high-level cash flow estimate of solution benefits to show the client the value of change and the cost of delay.
  1. Tools:
    VALUE MODELER
6
Build a Business Case
Build a business case with qualitative and quantitative analyses to help secure project funding.
  1. eLearning Courseware:
    BUSINESS CASE ACUMEN
  1. Webinars & Workshops:
    BUSINESS CASE ACUMEN