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How Sales Teams can Move the Margin by Speaking in Financial Terms

How Sales Teams can Move the Margin by Speaking in Financial Terms

Salespeople who apply the insights in this guide will:

  • Sell based on value, not price

  • Engage decision-makers more effectively

  • Uncover and align with the customer’s financial priorities

  • Move from transactional sales to strategic conversations

Salespeople who apply the insights in this guide will:

  • Sell based on value, not price

  • Engage decision-makers more effectively

  • Uncover and align with the customer’s financial priorities

  • Move from transactional sales to strategic conversations

Increasing margins for

Understanding financial levers

There are 3 core financial levers:

Growth

Costs

Capital


Questions that surface
hidden financial drivers

Questions that surface
hidden financial drivers

Uncover what matters most to your buyer by understanding their growth strategy and where they’re making key investments

Pinpoint roadblocks to profitability by identifying the internal and external obstacles standing in their way

Align your solution with their financial priorities by zeroing in on initiatives aimed at cost management and profitable growth

Chapter 4 (I don't think we need this)

Chapter 4 (I don't think we need this)


Cliff note

Cliff note


Cliff note

Chapter 5 (I don't think we need this)

Chapter 5 (I don't think we need this)


Cliff note

Cliff note


Cliff note

Chapter 6 (I don't think we need this)

Chapter 6 (I don't think we need this)


Cliff note

Cliff note


Cliff note

Chp 7 - Provide a tailored analysis

If you're prospect is a publicly traded company, you can find more info from their income statement, balance sheet, and cashflow.

If you're prospect is a private company, then use the information collected from the questions you asked around their financial levers - that will suffice in provide a tailored analysis and your solutions' abili

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