Improve your sales skills with value-based selling techniques, tips, tricks, guides, and templates.
For some time the majority of ClientIQ has had a new and modern look to it. Unfortunately, while we were busy building new features there were a few areas we just hadn't quite gotten around to updating yet, and, well, ...
The twin forces of digital transformation and the aftereffects of the pandemic continue to alter the enterprise B2B sales landscape. Sellers have been greatly impacted by their buyers’ evolving needs, expectations, and ...
The state of enterprise B2B sales continues to evolve at a rapid rate. We have witnessed the change in customers increasingly taking control of the selling process to become more informed and empowered. Now comes an ...
As enterprise B2B buyers' needs continue to evolve and their spending increasingly turns more frugal, now is the time for sales leaders to seek out new approaches to engage more effectively with clients. FinListics ...
The enterprise B2B selling environment continues to evolve in complexity, and increasingly, customer executives are expecting sellers to know how their company is performing financially and how their solutions enhance ...
Enterprise B2B buying teams continue to expand in size and breadth with the increased complexity of purchasing decisions. This change requires revenue organizations to better tailor their sales pitch for individual ...
Finlistics ClientIQ already gives users the power to do robust financial analysis. And if you need all that power for what you want to do today, having access to it is great. But what about those times when you don't ...
The enterprise B2B sales environment is undergoing a rapid transformation as buyers continue adapting their approach to take more control of the process. These changes are upending the typical buyer-seller relationship.
Enterprise B2B companies have been steadily increasing their utilization of customer journey mapping for targeted customer segments. However, FinListics’ approach focuses on a single customer’s journey, not a general ...
Communicating a solution’s value proposition to a customer requires building a narrative that addresses your customer’s top priorities and describes potential financial benefits. Simply covering the solution’s features ...
In today's rapidly evolving business landscape, supply chain leaders face the complex task of managing cash conversion terms while driving profitability and resilience. The COVID-19 pandemic emphasized the importance of ...
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. ...
Don’t Underestimate the Power of a 1% Improvement Buyers only care about one thing regarding what you’re selling: your solution’s business outcomes. No matter how great your features and functions are, buyers mostly ...
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 ...
Recently, FinListics Solutions hosted a compelling webinar titled "Ignite Your Sales Potential: Sales Enablement Redefined for Enterprise Success." This enlightening session offered an in-depth look at sales enablement ...
One of the first things all salespeople learn is how to articulate the value proposition of their product or service to a prospect or customer. Understanding what your company does, and being able to explain it to a ...
In economic uncertainty, selling to senior executives can present unique challenges. From being delegated to not being seen as a priority, sales professionals must navigate these hurdles to succeed. This blog explores ...
A VALUE-BASED SALES STRATEGY FOR CALLING ON DISTRIBUTION & LOGISTICS EXECUTIVES
A prospect’s business goals and strategies are at the root of their decision-making process. Therefore, your sales team’s focus must be to help the executive buyer meet their objectives and execute their strategies. If ...
Digital innovation has forever changed the dynamics of B2B enterprise buying and selling. Hyper-informed B2B buyers are advancing through 80% of the purchase journey without seller assistance or involvement. In ...
A VALUE-BASED SALES STRATEGY FOR CALLING ON TECHNOLOGY EXECUTIVES
A VALUE-BASED SALES STRATEGY FOR CALLING ON MARKETING EXECUTIVES
FinListics Solutions' in-person sales training programs & workshops are back! Our last in-person workshop occurred in mid-February 2020. Like everyone else, we did not realize that in a few weeks we would rapidly ...
The face of sales is rapidly evolving with the digital age pushing business further into the future. People are selling online more than ever, whether it’s for B2C or B2B products. That said, it’s important to keep ...
Introduction Ever since its inception, supply chain management has largely been focused on cost and expense management, seeking methods to reduce the costs of logistics, transportation, warehousing, distribution, ...
Don’t Underestimate the Power of a 1% Improvement Buyers really only care about one thing when it comes to the product you’re selling: your solution’s business outcomes.
Executive decision-making is obviously driven by company goals, but it’s also driven by something much more personal to individual decision-makers: executive compensation.
Whether it’s an irreplaceable employee quitting, the onset of a recession, customers leaving for a competitor, or any number of other business problems, companies face risk every day.
When we talk to salespeople about finance, we like to start the conversation with the question “How many of you took finance in school?”
Whether they’re centered around attracting new customers, growing annual profits, or any other key business metric, goals keep companies moving forward. They focus people’s attention on what matters the most. As such, ...
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 ...
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.
To Succeed in Sales, Start Thinking Like an Executive. Dr. Stephen Timme and Melody Astley from FinListics Solutions highlight how to tailor the message of the business and financial benefits of your solutions in a way ...
One of the most important decisions a business can make is a first-time acquisition. An acquisition can help expand both the top and bottom lines but also has risks. To help better manage these risks, 16 members of the ...
Explore 16 Key Steps to Better Business Decision Making based on experiences by members of the Forbes Business Development Council. Enjoy.
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" ...
Explore sales hacks from 14 business development experts that help sales professionals maximize the ROI on time spent with prospects and clients. Enjoy!
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.
COVID-19 is having a significant impact on many banks’ financial performance. Provisions for credit losses are rising, loan demand is down, and net interest margins are being squeezed. Now more than ever it’s important ...
COVID-19 is having a significant impact on many banks’ financial performance. Provisions for credit losses are rising, loan demand is down, and net interest margins are being squeezed. Now more than ever it is 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 ...
FinListics launched KPIs for Sales Success to provide a framework and industry information to help you better understand your clients. This is especially important in these times of great uncertainty. Each series ...
FinListics launched 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 ...
So far in our partnership series, we talked about a best-practice process to create net new sales opportunities. To recap: customer-centricity is integral to driving value. Understanding your customers, their industry, ...
Knowing a client’s financial performance is a critical component of selling at the executive level. Yet, a recent survey of sellers by FinListics and our partner Revegy reveals while 32% believe they're making some ...
A recent survey by FinListics Solutions and Revegy reveals that only around twenty percent of sales organizations really understand their client’s business. This is why FinListics launched KPIs for Sales Success. Each ...
Danke, Dhanyavaad, Merci, Khob-Khun, and Thank You to our thousands of subscribers that are using FinListics in 70 countries. That’s only for the first two months of 2020. FinListics is now used in 36% percent of the ...
Developing client financial insights is one of the key skills that separates top performing sellers from all others. Yet, a recent survey by FinListics Solutions and Revegy reveals that less than 25 percent of sellers ...
A recent survey by FinListics Solutions and Revegy reveals that only around twenty percent of sales organizations really understand their client’s business. Looking deeper into the survey results, the most common ...
This blog is the second in a four-part series with our strategic partner, Revegy. The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 20181, which highlights the need to tailor sales ...
This blog is the first in a four-part series with our strategic partner, Revegy. In the age of customer centricity, B2B companies are fighting for a competitive advantage through strategic relationship building. By ...
I sometimes feel that in business, we don’t show as much appreciation for those who help make a company successful. So as founder and president of FinListics, I want to give a shout-out to our awesome coaches and ...
November 12th Event: Moving from Vendor to Strategic Partner: a CEO's Perspective on Uncovering Business Insights to Generate Customer Value The TAG Sales Leadership Society invites you to join us on Tuesday, November ...
Working in sales, you frequently come across new terms. One of the hot topics right now is sales enablement. We all find ourselves using it, but what does it really mean? Is it just another buzzword, or does it offer a ...
Just when we thought we had conquered sales enablement, we’re now hearing about buyer enablement. So, what is buyer enablement, you ask? Let’s take a closer look. According to Gartner, buying enablement is the ...
For many of us in sales, we have heard the term sales enablement increase in business conversations. These two words may seem simple enough, yet they tend to leave many of us scratching our heads. At its core, the ...
Imagine this scenario. During your sales meeting you notice that participants appear disengaged, and they’re not meeting goals. You also note redundancies in the accounts your reps are working on. As the meeting closes ...
Remaining relevant in a digital world is one of the most significant challenges facing organizations today. As 2020 approaches, more B2B companies are investing in attempts to capture online interactions and are ...
After closing a sales solution deal, many sales professionals find the most challenging task becomes buy-in from the client’s sales reps and managers. From the moment a lead is received, a seasoned sales professional ...
Move over Millennials; it’s time to make way for Generation Z. This group will be entering the workforce in four short years, and employers need to take action now to get ready for them. As with Millennials, Generation ...
Every interaction you have, whether in business or life, will lead to a reaction from the person with whom you have interacted. Most of us want all our interactions to leave a positive lasting impression. Sales reps ...
There is no magic bullet when it comes to motivating a prospect. It often comes down to being in the right place at the right time with the right solution. Being able to address your prospect’s pain points is critical ...
Blogs listing the various reasons why your sales software wasn’t adopted are a dime a dozen. But, for the most part, there is one critical reason why 90 percent of the sales software a company purchases fail to gain ...
Commonly used in consumer marketing, analyzing and mapping the buyer journey is not a new practice. Despite tremendous benefits, it has not been widely adopted in the B2B professional sales space. Buyer solution mapping ...
So, you want to cultivate a team of rainmakers? Eager to earn a reputation that your team knows how to close deals and shatter goals? Then pay attention because this post is for you. If you want your team to survive and ...
With technology involved in almost every facet of business today, the marketplace is becoming more streamlined and competitive than ever before. Savvy sales leaders understand the need to change their practices and ...
Your big summer vacation is just around the corner. Your family and friends decide to go somewhere new and fantastic but where? You decide to go to Scotland and so the planning begins. You want to get the best plane ...
People are anxiously awaiting the annual William Shatner Hollywood Charity Horse Show, coming up this weekend on June 1. With all of the hype and excitement surrounding the annual event, people are already bidding in ...
Captain Kirk will soon arrive in some lucky person’s house and find his landing place on their wall, where no man has gone before. Although the Captain Kirk we are all so familiar with traveled in outer space, this ...
Your sales reps are the bread and butter of your business. They’re arguably one of the most important assets of your organization. If you want them to be more engaged with their prospects, efficient with their time, and ...
It often takes a village to change the buyer’s perspective from sales rep to trusted advisor in today’s competitive marketplace,. For some of you, the village might be sitting down the hall in the marketing department.
For the second year in a row, FinListics Solutions is donating to William Shatner's Annual Hollywood Charity Horse Show and Auction to be held on June 1, 2019. The funds raised help a wide range of charities including ...
Creating an effective and profitable sales training program takes time, effort, and most importantly money. Companies invest significant time and capital into their sales training programs. An investment that they, in ...
If someone casually asked you what the difference between business intelligence and sales intelligence is, would you be able to answer them? If you feel a bit uneasy about what your answer would be, you’re in good ...
As the ever-changing landscape of the art of selling ebbs and flows, keeping up with new trends and phrases can be challenging. Two phrases which are heard frequently are Solution Selling and Insight-Led Selling. But, ...
Today’s buyers are in full control of the buying process, and they know it. By the time your sales team has that first conversation with a potential buyer, the buyer has already formed a baseline understanding of who ...
Studies show that salespeople spend only one-third of their typical day actually talking to prospects. The rest of their day is spent on admin-related tasks. Activities like updating a CRM or filling out their call log. ...
You’ve sold the CIO on your cloud solution by demonstrating how it’s going to reduce or avoid costs. But now you have to sell to the CEO who is focused on financial growth and market expansion. So, how do you bridge the ...
Quick, what’s the number one tool your sales team can use to close more deals? No, it’s not the phone, email, or even a strong gift of gab, it’s data — accurate, high-quality, contact data. The higher quality of data ...
Congratulations! After months of calling and contacting various people in your prospects’ company, you’ve finally landed a demo meeting with the CxO and their team. As the excitement and jubilation wears off, you ...
Want to know what’s more difficult than creating a new sales process? Getting your sales team to buy-in and adopt said new sales process as part of their everyday sales routine. To better ensure your sales reps adopt ...
It’s no secret that Information Technology is a key enabler of nearly everything we do. It’s also begun a significant shift from its origin as a pure support function and cost center to a revenue-generating profit ...
In the world of sales, you run into a lot of personalities. Knowing how to sell to each will determine how successful you are at closing deals. To help you make your sales pitch a home run every time, we’ve created an ...
Features and benefits don’t cut it anymore – even more so if you're aiming to get the c-suite on board with your vision. And, according to TSIA, 80% of new technology spend will sit with business buyers by 2020.
With a plethora of sales training programs and partners available on the market, deciding which one is best for your sales team can be a difficult and arduous task to undertake. When it comes to evaluating a potential ...
Account planning can be a tedious exercise and a lot of times the work doesn’t pay off. Having said that, according to CSO Insights, sellers that do a good job with account plans see as much as a 17% uplift in win rates.
It’s the dreaded slump. You suspect the buyer is pulling away, not returning calls, too busy to talk. It’s time to take some action. B2B buyers are often savvy, high-level professionals and what you’ve done in the past ...
Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science. A well-presented value proposition not only articulates the unique benefits of your products or ...
Every year, companies of all sizes collectively invest billions of dollars into their sales training programs. Whether it’s coaching the sales team on new technologies, product offerings, or techniques, a strong sales ...
“Data-driven” anything – company, culture, strategy, decision-making – is the ubiquitous buzz word of the moment. The dictionary definition of data-driven is “determined by or dependent on the collection or analysis of ...
For many of our clients and us, December signals the homestretch of the fiscal year. How time flies! The time is now to deliver your commitments to the business and to overachieve your quotas. With all of the great ...
Every year corporations spend hundreds of hours and millions of dollars on training for their sales team. Unfortunately, when not planned out properly, those lessons might only amount to a marginal increase in close ...
A more productive sales team is a more profitable sales team. Period. For a sales organization, productivity is directly tied to efficiency. The more efficient your sales team can be with their time, the more closed ...
This is the second of a two-part series to support your 2019 sales kickoff. If you missed part one, you can find it here. Most sellers are about to receive a “save the date” for 2019 sales kickoff if they haven’t ...
‘Tis the season for many companies to plan their sales kickoffs. You have a budget and a bunch of ideas about how to build an exciting experience for the sellers. With many competing ideas and not enough time to plan, ...
CFOs are playing an increasingly important role in formulating a company’s strategies and goals. Gone are the days of their responsibilities being primarily relegated to traditional finance and accounting functions like ...
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