Power Collaterals

Training your sales force is everything - without it - their ability to recognize and diagnose financial roadblocks with never be achieved.

Ask yourself a question: Is your sales force able to speak with the CFO as proficiently as CIO? In most cases the answer to this question is “No”.

To make a technology sale in these times of shrinking IT budgets and increased competition for available funds, technology vendors need to communicate a value proposition that rises to the top of the projects from which a CFO will select. A true value proposition is quantifiable, with hard, tangible, grounded numbers framed within financial metrics CFOs quickly understand and use to make decisions.

This section provides examples of EBA’s knowledge and the materials used when educating our clients.

Flash Presentations:

The following are examples of EBA’s multimedia training solutions. These are examples of the materials each EBA client is given access to in our “client only” Login section of this web site.

The Holy Grail
The Holy Grail is the guiding principal to Economic Business Alignment. Recognizing how clients view technology projects will empower you with the ability to address their value concerns from day one of the sales cycle.

This multimedia FLASH presentation will help you understand why EBA is the foundation to any value based proposal.
 

The EBA Proposal

EBA proposals contain comprehensive price and value positioning. Your proposal should represent a sound business solution, which you can defend, and your client will buy. Anything less is not a proposal - it’s a suggestion. Suggestions lead to discounts and long sales cycles. EBA proposals make it easy for the prospect to say “yes”.

This multimedia FLASH presentation walks you through an EBA proposal.

EBA - Training the Sales Force

Since 1991 EBA has been implementing financing service programs for technology vendors. Over this period our catalog of topics for training sales reps has grown into what could be considered a graduate degree in financial selling skills.

This presentation is an overview of the scope of our training catalog. From prospecting to negotiating closure, EBA is today the company in the world who offers this type of holistic training in financial selling techniques.

EBA - Engaging the CFO

This presentation will outline the importance EBA places on the ability of your sales force to speak to, and engage with the CFO throughout the sales cycle. Today the CFO is increasingly becoming as integral to successful selling as the CIO. It might surprise you to know today that 60% of the Fortune 100 CIO's report directly to the CFO.

Sales reps cannot risk presenting themselves (for your company) to the CFO as being financially illiterate. The result can lave a last negative impression in the mind of the CFO and hurt your ability to close business.

This presentation outlines how EBA will train your sales force to "Speak CFO".

Taken from EBA's Audio Training CD Package

DISK #1 - Audio Training CD

Track #3: Negotiating Price and Terms
Negotiating has become focused on a single issue - PRICE! Learn how EBA puts new elements into the negotiating process, and takes PRICE out of the discussion.

Track #8: Addressing Financial Hurdles
Financial hurdles are everywhere. Budgets, cash flow, revenue, profitability, ROI. They are all out there and positioning value for each requires more than simply your lowest price.

Track #10: Cleanse Your Pipeline
“We don’t have the budget, come back next year”. This prospect might be taken off the pipeline and thrown into next year. WRONG - with EBA this objection is no longer a total deal stopper.

Track #15: Legacy Replacement
Replacing an existing system with a new system means paying for both until the legacy system can be turned off completely. That takes time, and can be reason enough not to move forward with your solution. Learn how to address this issue – and proceed.

Track #16: A Self Funding Project
Chances are your solution leads to either new revenue of cost savings for your prospect. An EBA “self funding” proposal which always cash flow positive is designed to show that payment for the solution can come from incremental savings or revenues.

DISK #2 - Bonus CD

Track #1: The Pre-Proposal Meeting.
Getting your prospect to agree with the value basis of your proposal prior to submitting that proposal will shorten negotiations and eliminate the chances of false expectations.

Track #2: “Your price is too high”……. Why?
Too often we fail to understand what “your price is too high” means. We have to ensure we all understand what price value is measured against.

Track #3: “We always buy incrementally - but, we want your highest volume discount”
We have all heard this one. “We want your best volume price, but we won’t commit to any volume over time”. Learn a way to gracefully address this issue and get the enterprise deal.

Track #4: “We always pay cash. What is your best Net30 price?”
Warning, warning - this is classic trap to get you back on the subject of cutting your price. Value means more than discounts - so get the subject back on value.