Sales Consulting and Services
Strong Financial skills can dramatically improve your sales results. Listed here are a number of posts intended to improve sales results.
As we all have come to know, the total cost of an item we purchase includes more than just the purchase price. Your new sports car may have cost $75,000 to purchase, but the total cost of ownership includes taxes, license, insurance, etc. for every year you own it. The concept of the Total Cost of Ownership [...]
If you sell equipment you likely offer purchase and lease options. A purchase is normally straight forward and easy to understand. Purchase transaction may be financed by the supplier or a 3rd party. Essentially, title and ownership of the equipment, property, etc. is transferred from the seller to the buyer. Leases are a bit different and primarily come [...]
A dollar received today is worth more that a dollar to be received at some future time. This is the principle of the Time Value of Money. If you invest $1,000 today at 10% interest in 1 year you would have $1,100. If you waited a year to invest that same $1,000, you would have missed a single year [...]
First, let’s take a quick tour of the public accounting environment. Public Businesses are required by law to provide certain statements highlighting their financial condition. Regulations require they file these reports for their fiscal year (FY). Generally Accepted Accounting Principles (GAAP) is the common set of rules and methods for financial book keeping and reporting. The Financial [...]
Let’s say you buy a snow-cone truck as a key asset of your business. The truck cost $50,000 and it will serve you (its useful life) for 7 years, qualifying as a long term asset. Therefore instead of expensing the full $50K price of the truck entirely in the year it was purchased, we are permitted [...]
The analysis of a Customer’s annual report and other financial statements has been a key sales practice for many years. Some say it is slowly becoming a lost skill. So, to refresh that skill, here is a short review of some common tools used. For each Ratio listed, desired values or normal ranges of values [...]
Assuming you have provided the necessary financial justification for your sales proposal, the customer must then follow their capital budgeting processes. At a high level the customer capital budgeting processes are in place to consider investment alternatives, cash flow impacts, and identify preferred investment choices. CFO’s work very hard to apply discipline to these processes. [...]
Sales proposals you make involving significant capital investment must go through a customer’s justification process before a final decision is made. You can have strong influence in that process through contact with your customers Senior Executives using your ability to relate your proposal to their capital budgeting process and capital structure. Mastery in this area [...]
You have positioned your sales proposal to your client and are ready to now help them complete the justification. For you, that work was started very early in the sales cycle as you called on key client people determining their needs or pains. I do believe that absent pain or needs, clients will spend no [...]
So you got the verbal decision and the customer Brand VP is going to acquire your solution. You are more confident than ever because you were intimately involved in the justification and financial analysis of the decision. Now, often behind the scenes, the customer begins to focus on how to finance the decision. It varies [...]
