Playing catch-up with your buyers? It’s time to get ahead with insight-led selling and turn reactive B2B sales teams into trusted advisors.
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Downsizing has left millennial sales leaders needing more skills and mentorship, and B2B buyers are demanding more.
Success in today’s B2B sales environment depends on more than smart sales skills, and many B2B sales organizations struggle to keep up.
Selling new solutions in today’s B2B market can be tough—especially when skepticism from executive clients and prospects is high.
It’s time to stop selling products and start selling business outcomes
Your B2B sales team needs a deep understanding of geographical and business segments to connect with clients and drive growth
Waiting for B2B deals to close is a waste of time. By not highlighting your solution’s value from the start, you slow down the sale and risk the deal.
Your future B2B sales success is being held back by your training. It’s really that simple.
Financial illiteracy among sales teams is a silent deal killer. Sales reps struggle to demonstrate the value of solutions, costing deals and revenue.
The stakes for sales leaders and teams to close the year strong are increasing. Without a new approach, your business could be left behind.
The fourth quarter crunch is only a few short weeks away. InsightsIQ by FinListics is your secret weapon to transform your approach.
FinListics' InsightsIQ transforms the financial literacy of marketing leaders and their full team to bridge the financial acumen divide with CFOs.
Too many B2B buyers today make significant purchases without consulting their sales representatives, leading to regrettable decisions.
It's time to face the truth: traditional sales tactics are dead. Your competition will leave you in the dust if you're not ready to adapt.
Summer is a challenging time to close deals due to vacations and a slower business pace. How do you close the deal when everyone else is in vacation mode?
Showing value by addressing key business/financial issues is critical to securing executive sales meetings.
Perfecting executive sales meetings and calls is an evolving skill that requires constant preparation, confidence, and a tailored approach.
Stephen Timme and Ben Cagle joined The Cringe Podcast to tackle how to handle executive sales meetings head-on with host Adam Clay, CEO of RNMKRS.
FinListics offers insights to elevate your sales approach and build stronger relationships with executives.
ClientIQ's Journeys is an innovative, step-by-step guided experience designed to streamline the sales process from prospecting to meeting preparation
Sales Teams face the critical challenge of remaining agile and prepared to add value in today's challenging marketplace.
Sales teams that lack a profound understanding of their customers’ industries, key metrics, and financial priorities are at risk of being left behind.
Be Prepared: Elevate Your B2B Revenue Team with a Customer-First Strategy
As the business landscape evolves, the key to sustainable success lies in placing your customers at the heart of your revenue strategy.
The eBook explores practical strategies and actionable insights, equipping businesses to transform their revenue operations into customer-centric powerhouses.
The initial meeting with a potential client is your opening act, and as with any performance, preparation is key.
When it comes to engaging potential clients, one thing is crystal clear: one-size-fits-all messaging falls flat.
Identifying the right prospects isn't just a part of the process in the quest for sustainable growth—it's an art.
Rounding out this series on our 7 Step Developing Client Insight Process, we will discuss Solution Mapping and Developing a Point of View.
Deepening Client Insights: Industry Analysis, Financial Performance, and Stakeholder Identification
Our Seven-Step process for developing client insights is a smart roadmap for sales professionals navigating this complex environment.
Four Must-Have Competencies to Drive Sales in Today's B2B Landscape
customer first account planning
Upcoming product updates to reports within ClientIQ by FinListics
Parts of ClientIQ will soon be upgraded to our new user interface. We're also improving some of our older reports and making them look great too!
Explore the latest trends in enterprise B2B sales outreach and get strategies that sales leaders can employ to engage and convert prospects.
Dive into the transformative era of hybrid selling in enterprise B2B sales. Discover the opportunities of an omni-channel approach in meeting the demands of buyers.
Transform enterprise B2B sales with a value-driven approach. Discover the role of a CVO, address the buyer's value gap, and make every customer interaction count.
Dive deep into the significance of financial acumen in enterprise B2B sales and explore our 6-step framework to enhance your revenue team's financial insights.
Enterprise B2B buying teams are expanding with increased complexity. This requires revenue organizations to tailor their sales pitch for individual stakeholders.
Introducing User Journeys: A new way to simplify and streamline your tasks on ClientIQ. Discover how this guided user experience enhances efficiency and productivity.
Discover the game-changing power of value-based selling in B2B enterprise sales. Boost deal sizes, reduce discounts, and forge strong customer relationships.
Explore how FinListics' Strategic Customer Journey Mapping revolutionizes B2B sales, focusing on individualized approaches and enhanced client experiences.
Discover the benefits of enhancing your pre-sales strategy. Learn how pre-sales software can streamline processes, automate data gathering, and target customer personas.
Learn how to create a powerful value proposition that drives sales success. Discover the three essential steps to building a strong value proposition.
Supply chain leaders face the complex task of managing cash conversion terms while driving profitability. Delve into financial and operational aspects of the supply chain and how they impact cash flow.
Buyers are rapidly changing their behaviors, expectations, and journey as they take more control of the process. Trying to engage them with old approaches is unproductive; your sales team needs new tactics to succeed. Enterprise sales races are not...
The Power of One is the financial benefit from a 1% improvement. It gets your solution noticed and gives insight into the most significant KPIs. Learn more!
In today's dynamic business environment, running a successful enterprise has become increasingly complex. The convergence of technological advancements, economic challenges, and shifting buyer behaviors has necessitated a transformation in sales and...
Recent FinListics webinar with Sheevaun Thatcher of Salesforce offered an in-depth look at sales enablement and the transformative power it holds within an organization.
Understanding what your customers' value and need and articulate the value your product or service genuinely meets their strategy goals & strategies.
Selling to senior executives presents unique challenges. This blog explores critical strategies to anticipate challenges, eliminate distractions, and effectively sell during economic uncertainty.
A value-based strategy for selling more effectively to Distribution & Logistics Executives. Strategies & initiatives to grow revenue.
As a seller, you must understand your prospect's business goals and strategies in order to provide insights that will help them achieve their objectives.
B2B buyers are demanding more insights from sellers. To keep up, Enterprise Sales Leaders need to provide their teams with powerful account research tools.
A value-based strategy for selling more effectively to Enterprise Technology Executives. Strategies & initiatives to grow revenue. Key questions to ask.
A value-based strategy for selling more effectively to marketing executives in B2C industries like Retail, Banking, Insurance, Travel, and Hospitality.
FinListics continues to deliver world-class programs virtually. But, if your company is ready to return to in-person learning, we are excited to join you.
It's more important than ever to have a strong pre-sales strategy in place. Learn about five features of pre-sales tools that can make your life easier.
Proven supply chain management strategies that are effective in reducing costs and increasing revenues for large, e-commerce enterprises.
Show your prospect the financial benefit from a 1 percent improvement to capture attention and show value. This improvement can be in Areas of Financial Performance or Operational KPIs that are relevant to business units improved by your solutions.
Learn how to formulate a more personalized sales pitch by targeting your message around an executive’s individual compensation structure.
Read our new blog post for sellers, 3 Types of Risk That Exist Across Industries.
If you don’t love finance, you’re not alone. Yet, managing financial performance is one of the most important responsibilities of executives.
To be relevant as a seller, it is vitally important that the solutions you are proposing are aligned with at least one of your customer’s goals.
Buyers are busy. They don’t always have the time or perspective to get the big picture on trends—but as a seller, you do. You have the opportunity to gain your customers’ confidence by researching their market and telling them something they don’t...
With the majority of failed sales deals, the discussion came off the rails because of a simple disconnect: the sellers were not telling their customers what the customers wanted to hear. Simply put, executives want to know the value your solution...
Imagine you’re an executive looking at a mountainous pile of work that needs your attention. The last thing you want to do is have a pointless meeting with a vendor who just wants to sell you something and doesn’t understand your main problems and...
Acquiring another company takes time and research. Unfortunately, businesses that are new to acquisitions aren't aware of the critical elements of such a transaction. Conducting proper due diligence research can inform the business's decisions.
Businesses are in an unenviable position of needing to be right about most of their decisions. Even the smallest choices they make can significantly impact their ability to compete. Making the wrong decisions can lead to fallout in several ways,...
Sales & Marketing are always looking for new ways to better connect with client executives. Explore ideas from 16 professionals from Forbes Business Development Council on how to adopt a more "problem-centric" approach.
There's a common saying that time is money, and in no other industry is that truer than in sales and marketing. With a limited amount of time to introduce a concept and get the audience interested, sales professionals have a hard task ahead of them.
At FinListics, we were an organization that delivered a lot of in person workshops. Sure, we also did virtual workshops too but in our minds there was never any substitute for that in person touch.
You owe it to your top-line to explore these 14 recommended business development strategies from members of the Forbes Business Development Council. Enjoy.
A critical component in developing comprehensive client insights is knowing how a client’s executives are compensated. Yet very few companies use executive compensation in their sales process.
Non-Interest Income Growth is explored in this snapshot. Non-interest income includes items like fees from credit cards, loan origination, and wealth management. It’s an important source of income for banks and often accounts for 30% to 50% of total...
FinListics’ KPIs for Sales Success for Banking provides a framework and industry information to help you better understand your Banking clients. It contains snapshots of facts and figures that you can use to quickly understand the most important...
For any sales team, proper sales territory planning is vital. By strategically choosing which areas to focus on, your business can avoid wasted time and resources on territories with high competition or a low number of consumers.
Cost of Goods Sold (COGS) in Retail is explored in this snapshot. Cost of Goods Sold is important since it absorbs 50% - 70% of revenues depending on the type of retailer and is a key responsibility of business functions like merchandising,...
This series explores the Retail industry. Revenue Growth is explored in this snapshot. The data is for the last five years and does not include the effects of COVID-19. But it still provides a useful framework for understanding your client’s revenue...
KPIs for Sales Success to provide a framework and industry information to help you better understand your clients. Each series focuses on a specific industry and contains snapshots of facts and figures that you can use to quickly understand...
Leverage customer insights to drive powerful business relationships, reduce churn and improve trusted advisor status.
This article prescribes a remedy to combat sellers’ apprehension called Curing Sellers’ Fear of Finance (CSFF). Its benefits include the abilities to identify new buyers, better focus on your solutions’ business and financial benefits, and engage in...
KPIs for sales success provides focused snapshots of facts and figures that you can use to quickly understand your CPG client’s business.
Sales professionals around the World use FinListics to sell more faster by developing financial, client, and industry insights.
Use financial insights help you create and communicate a more effective point of view with buyers, to show the value of your solutions, and to outrun the competition.
KPIs for sales success provides focused snapshots of facts and figures that you can use to quickly understand your CPG client’s business.
The average size of a buying group has gone from 5.4 in 2014 to 10.0 in 2018, highlighting the need to tailor sales messages for buyer personas.
By changing the dynamics between customer and provider, companies that earn trusted advisor status see significantly more wins, close deals faster, and are less likely to get blindsided by a client’s internal turmoil.
FinListic coaches driving NPS scores.
FinListics Hosts TAG Event with Revegy: In this session you will learn how to sell more strategically, growing your revenue by creating greater value for your customers, 4 Key Business insight areas that will help you better understand your...
Sales enablement means getting the right people in the right conversation. Here are the four essential elements of sales enablement for sales team success.
Here's how buyer enablement helps buyers by providing them with advice and practical support to make the buying process easier to navigate and complete.
Securing the right sales enablement tools for your team allows sales reps to shine by highlighting their expertise. Here's how to pick the right tools.
These are the top 3 signs you need to restructure your sales team and how to accomplish this task quickly and effectively.
Tapping into AI and IoT is the answer to rapidly gathering customer information. Here's the impact of AI & IoT on B2B sales and what to expect in 2020.
Adopting new software is hard work. Here's what a software adoption process looks like and how being a trusted advisor progresses implementation.
Here's what to expect from and how to prepare for generation Z in the workplace.
A trusted advisor leaves the role of sales professional and enters into the role of “strategic partner.” Customers view them as are a part of their team.
Address your prospect’s pain points with these B2B sales strategies. Here are 5 tips for motivating your upcoming prospects.
