Selling Value
FinListics® Solutions is a leader in enabling solution providers' sales professionals to sell at the executive level. Our proven, integrated suite of education and analytic tools allows your sales professionals to effectively build a pipeline, increase deal size and close deals faster by using a targeted financial approach. Our tools have been used by IBM, EDS, FedEx, DHL, Manhattan Associates, SAS, and many others. These tools help identify a customer's financial performance gaps and related business process challenges, as well as how your solutions narrow these gaps. The result: Sales professionals are able to show the real value of their solutions.
Your clients want to know:
- How do your solutions help solve business issues?
- What is the impact of your solutions on the key drivers of financial performance -- Growth, Profitability and Asset Utilization?
- Why is your solution possibly more expensive than your competitors’, but creates greater value and, therefore, worth the additional investment?
- How does your solution deliver a tangible ROI?
The FinListics Selling Value© Suite helps your sales professionals to:
- Speak the "language of finance" at the executive level using industry-specific financial terminology and metrics.
- Utilize a standard process to:
- measure a customer's financial performance gaps;
- these gaps to underlying business processes and operational key performance indicators (KPIs); and
- show how your solutions create financial value by enabling better management of business processes requiring improvement.
- Create a financially compelling reason for customers to invest in your solutions.
The FinListics Selling Value Suite is comprised of 6 integrated components.
CFOEd® Selling Value Web-Based Courseware
CFOEd courseware provides sales professionals with a proven roadmap for conversing in the language of finance, showing the real value of your solutions -- and using that knowledge to sell more, faster.
FinListics ValueMANAGER ON-LINE®
With access to over 60,000 companies worldwide, ValueMANAGER ON-LINE allows your sales professionals to quickly analyze and determine gaps in a customer’s financial performance and conduct powerful what-if analysis. The Industry Analyzer provides key metrics and gaps by industry for use with lines of business and private companies. ValueMANAGER ON-LINE also helps with prospecting by generating lists of qualified leads based on those companies that will benefit most from your solutions. An extensive On-Line Help feature shows why and how to use these compelling analytics to sell your solution.
Customized Education, Support Workshops and Webinars
FinListics has the experience to help make your sales professionals productive in this selling value- based methodology. Plus, we can do it quickly – and efficiently. Both facilitator-led workshops and web-based seminars are available and custom-tailored to focus on your solutions and customers. Customized education gives your sales force the confidence needed to make effective calls on your customers’ executives. Moreover, ongoing support provides your sales professionals with access to our FinListics financial experts – experts who can help review customer analyses and provide targeted coaching.
Industry Business Process Maps
Once gaps are identified in a customer’s key financial metrics, your sales professionals can use the industry-specific FinListics Business Process Maps to work with client executives to help them better understand the root cause of the gaps – and the real value of your solutions. The maps link individual financial metrics to (1) business processes; (2) activities and tasks; and (3) operational key performance indicators. The maps provide the course for both linking your solutions to specific financial metrics and demonstrating to executives how your solutions increase financial performance.
Executive Customer Call Templates
These templates provide a step-by-step guide for effectively presenting your analysis to your customers’ executives. The templates include samples of questions to ask executives and answers to questions most frequently asked by executives. The templates also include industry-specific material, including:
- Why do executives care about these metrics?
- What metrics are typically most important in an industry?
- How to leverage the metrics to communicate effectively with executives.
Business Case Builder
Based on FinListics’ experience working with financial executives, this tool is used to build the business case and secure project funding by estimating solution ROI and other investment analysis metrics. Sales professionals can conduct quantitative and qualitative analysis, including extensive break-even analysis and insight into project risk.
To experience the full capabilities of FinListics products, contact us to schedule an online, interactive product tour free of charge. For more information, you can get in touch with us at (770) 777-5800 or shamilton@finlistics.com.