EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics

1

Introduction

00:00 • 2min

2

How Did You Become Passionate About Finance?

01:56 • 2min

3

Is There a Difference Between Technology and Financial Impact?

03:52 • 2min

4

Is There a Challenge in Selling to Different Stakeholders?

06:18 • 3min

5

How Do You Manage Your Account Planning?

09:06 • 2min

6

Build an Industry Playbook

11:01 • 5min

7

How Do You Translate That Into Financial Benefit?

15:40 • 3min

8

Is There a Direct Financial Benefit to Mass Balance?

18:29 • 5min

9

Is There a Correlation Between ESG and Sales Growth?

23:03 • 2min

10

The Impact of COVID on the Sales Process?

25:01 • 3min

11

Building a Business Case

27:56 • 4min

12

When Is the Right Time to Build Credibility?

32:19 • 3min

13

What Are the Problems That You're Solving?

35:05 • 2min

14

How Do You Get Executive Insights From Your Clients?

37:00 • 3min

15

The ROIC Tool Is a Smart Tool, Right?

40:14 • 2min

16

Do You Really Need to Automate Your Sales Process?

42:03 • 4min

17

Benchmarking - A Great Way to Drive a Conversation

46:24 • 4min

18

Is the Portfolio All Over the Place?

49:57 • 2min

19

How to Grow 200% a Year for the Next Five Years

51:43 • 2min

20

IoT Spotlight - Is There Anything That You Think Is Critical?

53:39 • 2min