Insight selling: How to increase pipeline with powerful financial analytics

Dr. Stephen Timme is the President and Founder of Finlistics, a B2B sales leadership company that promotes insight-led selling. FinListics teaches B2B sales professionals how to elevate their sales to the C-suite. FinListics currently operates in more than 32 countries worldwide and continues to expand its global footprint annually.

With a beginning in academia, Dr. Timme was a finance professor at Georgia State University when Fortune 500 companies would often approach him for consulting projects. Eventually, he was asked by UPS to work with them for a year, which led to another and additional consulting roles. After several years of teaching and consulting, Dr. Timme left academics to begin FinListics to help sellers help buyers by:

1) telling them something they don’t know,

2) showing the business and financial benefits of their solutions, and

3) make their life easier

Dr. Timme's financial background and experiences with buying executives help him provide sellers with answers to these requests.

In this episode, he shares from experience how we can use insight selling to increase pipeline with powerful financial analytics.

Insights he shares include:

• Why sellers don't believe they have anything new to share with potential/future buyers
• What is insight selling
• How to use financial analytics to drive growth via insight selling
• Why sellers should develop an executive mindset
• Why get a handle on executive compensation
• How to get to know a customers industry in order to offer insights
• How to connect the dots for buyers with financial insights
• What is the power of one and why use it
• How do you go from value proposition to making a business case
• and much much more...