Year after year, more skill is required to close complex transactions. Whether selling directly to the CIO or to the IT department, the right message (return on investment, risk mitigation, peer acceptance) must be conveyed clearly and persuasively.
Technology Finance Partners has spent the last decade as “financial sales engineers” supporting technology sales teams, rationalizing pricing for complex transactions, justifying the financial value of products and providing financing options to facilitate the sale. We understand the challenges faced by sales teams because we experience them on a day by day, deal by deal basis.
As a result of our extensive involvement in technology transactions, TFP has developed two sales training programs that leverage our years of financial sales leadership:
1. Selling to the CIO
2. Financial Fluency - the Language of Business
"Selling to the CIO" sales trainings:
"Selling to the CIO" was created in partnership with the Office of the CIO , a consortium of veteran CIO's and Partners of Big 4 consulting firms dedicated to the confluence of business and technology.
In these live or virtual trainings, we bring together a team of CIO's and your sales force to discuss:
How major technology initiatives (and purchases) are prioritized,
funded, and approved in most enterprises (small, medium and
Key criteria CIO's consider when making a buying decision with
specific considerations related to your technology
The checklist of critical deliverables in your sales proposals &
presentations, and how to pull these deliverables together within
Practical strategies and best practices for bringing the client
engagement through the sales cycle from first contact to final
approval from the CIO
Financial Fluency: the Language of Business
Sales teams routinely manage the relationship side of the sale with ease, but need support crafting the message and the proof points that will resonate with the technology, business and financial buyers. In these live or virtual trainings, sales teams gain a financial sales foundation, which is increasingly valuable in the modern technology sales cycle. Financial concepts specific to sales can be mastered and retained if taught in the appropriate context. The language of business is taught through pre-study, classroom lectures and role playing.
Financial sales skills result in:
Improved sales negotiation effectiveness
Improved ability to communicate with financial decision makers
Increased credibility within the account
Ability to structure transactions to fit into customers available
budget or to “create” a budget
Training from Technology Finance Partners and the Office of the CIO teach your sales force how to speak the language necessary to win the complex sale.
Contact us today.
5 Steps Financial Sales Check List