ROI and Financial Services
Opening the doors to financial institutions is not always easy. We (ROI4Sales) have spent the past several years researching what it takes to sell more of your products and services to banks, credit
unions, insurance companies, and other financial services organizations. We would like to share with you in this guide some
of our research and insight. Over the course of two years we worked with ten customers and in many cases, their customers. We performed ROI workshops, interviews, trained their sales forces and in some instances
gathered baseline industry data from their customer base through surveys. Below is a brief history of the background on our
research.
Background Research
Our research included the development
of a Value Inventory for each of the participating organizations and was based on the ROI Selling workshop. We collected
answers to the questions Why buy, Business Issue pain or goal and who are the stakeholders making buying decisions. Each participate
completed a Value Inventory and provided us with the results to be used as part of our research project. We combined and averaged
the results and used the research to determine trends, common issues across product lines, and to determine the level of commitment
to sales process, tools and methodology. The results are available here in our new Research Paper, Selling
to the Financial Services Market.
The participating companies included the following:
-
CheckFree Corporation - TSYS
- Wausau Financial -
S1 Corporation
- Exstream Software -
Data Center Inc.
- NEC -
Yodlee
- AQS Systems -
DMP
To
download our ROI research paper on, "Selling to the Financial Services Market" select the cover of
the paper below and complete the form.
The ROI Selling Business Case is a major part of a high quality presentation. To the left is a sample
page including graphics on the C-Suite effect. The C-Suite effect is a set of metrics that are used to show your economic
impact. In other words if your value is to reduce labor cost, then the effect on the C-Suite metrics could be reductions in
operating costs, improvements in net and gross profit and potentially increases in sales per employee and reductions in payroll
as a percent of sales. We develop C-Suite metric and ROI Analysis custom for each of our clients.
Select the sample
to the left to enlarge the picture.
Our research indicates
the need for expressing your value in terms of the economic impact on a prospects financial statements. ROI Selling sales software and ROI Calculators is equipped to identify pain, capture and calculate current and on-going
costs, and estimate value in terms of current value, extrapolated value and economic value impact on the C-Suite Metrics.
We take into consideration your financial impact on: Net Profit, Gross Profit, Earnings, Days sales outstanding (DSO's),
Return on Asset (ROA), Return on Equity (ROE), Debt to Equity, Operating Costs, EBITDA, Sales per Employee, and
Payroll as a Percent of Sales to name a few.
ROI4Sales has extensive experience in helping our customers
sell to the Financial Services Market. We encourage you to download the research paper below and call to discuss our
findings as they relate to your current situation.
We build ROI sales tools that will align with your sales process
and methodology.
Click here to download our White Paper on, "Selling to the Financial Services Market"
