Software Solution Provider -- Inside Sales Demand Generation Initiative

Business Issue:

• Client needed cost effective means to generate qualified sales leads for small and medium size prospects.
• Prospects 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:

• 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. Customization included linking gaps in financial metrics to underlying key business processes and questions to ask prospect to garner more insights into business pains and potential solutions.
• Customized Benchmarking Analytics were developed and used with 1000's of industry aggregates to deal with private companies.
• 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."