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.