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FinListics Prospecting Tool

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Inside Sales Demand Generation Initiative

 

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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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Prospecting

How can FinListics help you target the right accounts?

Critical activities for building a pipeline and growing sales:

    • Identifying targeted accounts
    • Prioritizing new and existing accounts to expand deal size
    • Developing prospecting materials

The traditional approach to identifying and prioritizing prospects and companies to target in sales campaigns relies heavily on client revenue size—the larger the company, the bigger its challenges and its budget. While revenue size may, at times, be a valid qualifying criterion, the real question is: “What’s the prospect’s propensity to buy your solutions?”

The FinListics Prospecting Tool is a unique, financially-focused, three-step process for identifying prospects that not only potentially benefit the most from your solutions, but also have a higher propensity to buy. Key steps include:

    • Step 1: Specify targeted industries and geographies.
    • Step 2: Select the financial metrics for which your solutions have the greatest benefits and find companies under-performing in their industry whose performance has deteriorated over time (trend).
    • Step 3: Value the cash flow benefit of improving to the trend and industry benchmarks for each company identified in Step 3. Express the benefits as a percentage of revenue to estimate the Relative Cash Opportunity (RCO).
    • Step 4: Target and prioritize accounts based on each company’s RCO.

RCO is an indicator of a company’s pain and propensity to invest in solutions that address this pain. Research by FinListics reveals that prospecting materials based on RCO result in a significantly higher response rate than those based on revenue.

Bottom line: the FinListics Prospecting Tool provides a fast, effective and financially-focused way to target the right accounts.