Sales Planning Cycle: Introduction to Customer Financials
Module Objectives:
- Interpret the financial signals of your customer’s company
- Understand the underlying business dynamics of funds flow.
- “Think Finance” to transform performance measures into financial results
- Gain a clear understanding of accounting principles—what they are and how they affect your customer’s books
- Use annual reports to evaluate your customers health
- Analyze return on investment, payback, discounted cashflow
net present value and internal rate of return to best
identify and communicate value.
Field Work:
- Assemble a set of financials for three accounts and review them to determine the overall financial strength of each organization.
- Design a strategy for discussing your insights during a customer contact this week
- Use this account conversation to identify areas of
customer pain.
<< Previous l
Next
Module >>
|
