Improve Your Sales Game.
How-To Guide: Building a Current State Financial Model (Part 1)
In this video, we’re diving into the Current State Financial Model – a critical piece of building a strong business case and driving alignment with your customers. I’ll walk you through the key reasons why a well-built Current State Financial Model is crucial, what to include, and how to approach it like a top-performing sales rep.
This is the FOUNDATION for GREAT Business Cases
In this video, I dive into the essential foundation of every great business case: The Current State. I'll break down what should - and shouldn’t - be included, making sure you know how to highlight the most impactful aspects of your customer’s existing situation. Whatever you're selling, understanding and clearly defining the Current State is KEY to crafting a compelling business case.
Do This to DOUBLE the Win Rates on Your BIGGEST Deals
In this video, discover the single most effective strategy to double the win rates on your largest deals—building a bulletproof business case with your customer. Learn why business cases are crucial for every big purchase and what essential elements they must include to gain approval from C-level executives.
Boost Your Win Rates on Managed Services
In this video, I walk through building financial models that clearly show the impact of your managed services on your customer’s labor costs—something CFOs demand to see for large deals. Using simple examples, I demonstrate how to create and compare "Current State" and "Proposed" financial models, while also touching on real-world complexities that can arise.
Transform your boring software subscription quotes
In this video, I explain how to transform a simple software subscription quote into a basic financial model - which is what customers truly need! Elevate your sales game and impress your clients with your newfound financial wizardry!
"Oh nooo! My customer wants less!" Here's what to do...
In this video, I dive into how understanding your customer's future growth can lead to big deals - even if the growth is decreasing. By exploring various scenarios like price hikes and user reductions, I'll show how financial models can help you craft custom-tailored deals.
You and your customers likely don't understand this!
In this video, I reveal how small annual growth changes - in both usage and in price - can lead to significantly larger financial impacts than expected. And how to create financial models that best illustrate this.
(pt. 4) One of the most important sales topics you're NOT TALKING ABOUT!
In this final video of the series, I demonstrate how understanding a customer's historical growth can help in crafting more impactful and strategic proposals. I encourage you to use the insights from this series to create tailored proposals that align with your customer's needs, ultimately boosting your chances of winning the deal!
(pt. 3) One of the most important sales topics you're NOT TALKING ABOUT!
For this video, I provide a practical example of how analyzing historical growth data can enhance sales strategies. The next video will explore how to use this information to craft customized proposals that align with customers' evolving requirements.
(pt. 2) One of the most important sales topics you're NOT TALKING ABOUT!
In this video, I focus on the significance of analyzing a customer's historical growth to better predict future trends and make more informed sales decisions. Stay tuned to learn how to leverage this information, enhance sales outcomes and close deals more effectively.
(pt. 1) One of the most important sales topics you're NOT TALKING ABOUT!
In this video, I reveal a critical but often overlooked topic for sales reps: discussing customers' historical growth. Learn why understanding and leveraging your customer's growth trends over the past few years can significantly boost your deal sizes and win rates. Stay tuned to discover how this simple yet powerful insight can transform your sales approach.