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Stephen Timme
Founder & President at FinListics Solutions
Alpharetta, Georgia, United States
Dr. Timme is founder and president of FinListics. Over the past two decades, FinListics has helped dozens of companies and thousands of sales professionals better serve their clients by boosting their knowledge of finance and relevant metrics and how their solutions relate to business goals and challenges. “Buying executives want insight not only into how a seller’s solutions can help them achieve goals and implement initiatives, but how much value they can help create,” explains Stephen. It’s no longer enough to recite a solution’s features, functions and superlatives from sales brochures. Sales professionals need to understand how their company’s solutions will affect their client’s bottom line. FinListics’ Insight-Led Selling provides the business, industry, and financial insights needed to speak the buyer’s language.
Prior to founding FinListics, Stephen was a Professor of Finance at Emory University and Georgia State University, and an Adjunct Professor at the Georgia Institute of Technology. He earned his BBA and PhD from Georgia State University.
He is on the board of directors at Camp Trach Me Away and Sunshine on a Ranney Day both of which help special needs children and young adults live more fulfilling lives.
Stephen Timme
Points
Academic
0
Author
87
Influencer
66
Speaker
12
Entrepreneur
20
Total
185
Points based upon Thinkers360 patent-pending algorithm.
Future-Proofing Enterprise Sales: Engaging the Hybrid Buyer
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November 15, 2023
The twin forces of digital transformation and the aftereffects of the pandemic continue to alter the enterprise B2B sales landscape. Sellers have been greatly impacted by their buyers’ evolving needs, expectations, and behaviors, creating a demand for new sales outreach strategies and met
Redefining Enterprise B2B Sales with Hybrid Selling
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November 09, 2023
The state of enterprise B2B sales continues to evolve at a rapid rate. We have witnessed the change in customers increasingly taking control of the selling process to become more informed and empowered. Now comes an enduring change, initially driven by the pandemic, that has led to a notabl
Elevating Enterprise Sales from Product-Centric to Value-Driven
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November 02, 2023
As enterprise B2B buyers' needs continue to evolve and their spending increasingly turns more frugal, now is the time for sales leaders to seek out new approaches to engage more effectively with clients. FinListics recently held a webinar with our friends at Genius Drive on new approaches t
Six Steps to Curing a Seller’s Fear of Finance
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October 26, 2023
The enterprise B2B selling environment continues to evolve in complexity, and increasingly, customer executives are expecting sellers to know how their company is performing financially and how their solutions enhance performance. At the recent Sales Enablement Society (SES) Conference, our
Tailoring the Sales Pitch
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October 18, 2023
Enterprise B2B buying teams continue to expand in size and breadth with the increased complexity of purchasing decisions. This change requires revenue organizations to better tailor their sales pitch for individual buying team stakeholders.
From Selling to Partnering: Elevate to Value-Based Selling
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September 27, 2023
The enterprise B2B sales environment is undergoing a rapid transformation as buyers continue adapting their approach to take more control of the process. These changes are upending the typical buyer-seller relationship.
Transform B2B Selling with Strategic Customer Journey Mapping
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September 20, 2023
Enterprise B2B companies have been steadily increasing their utilization of customer journey mapping for targeted customer segments. However, FinListics’ approach focuses on a single customer’s journey, not a general mapping that applies to all customers in a segment. In the highly comp
3 Steps To Customer-First Enterprise Account Planning
Forbes
February 06, 2023
It’s that time of year when enterprise sales organizations start creating account plans. My own company FinListics recently surveyed 65 enterprise sales and enablement leaders and field sellers, asking how customer-focused they considered their own accounts. Our results showed that about a quarter indicated theirs were “very” customer-focused, over half said that “progress was being made” and a minority remainder reported their accounts were in need of “serious help” in this regard.
A 5-Step Guide To Building An Outside-In Enterprise Account Plan
Forbes
July 26, 2022
Many sales organizations tout an “outside-in” approach to sales. Yet, we've found through reviewing account plans that most still take an “inside-out” view. This explains in part why many executive buyers seem to believe that sellers don't understand their business.
A Seven-Step Guide To Building A Customer-Focused Industry Sales Playbook
Forbes
February 11, 2022
Industry playbooks are critical to building a customer insights-led sales organization. Yet a survey of front-line sellers as well as sales and sales enablement leaders conducted by FinListics revealed that 4% of respondents rate their playbooks as excellent, 64% report progress is being made and 32% do not have playbooks.
Selling To Private Companies Using An Insights-Led Selling Approach
Forbes
October 13, 2021
This article provides a framework for selling to private companies. It is based on my work with private companies in industries like manufacturing, wholesale distribution, consumer products and logistics. It is also based on my work with sales organizations selling to private companies.
3 Types of Risk That Exist Across Industries
Finlistics
September 13, 2021
As a seller, these risks present an opportunity to both help your customers and make a sale. To do this, you must connect the buyers’ risks and challenges to your solution so your customers can see the value of your product or service.
Tags: Customer Experience, Leadership, Business Strategy
16 Critical Elements When Navigating A Business Acquisition
Finlistics
September 08, 2021
One of the most important decisions a business can make is a first-time acquisition. An acquisition can help expand both the top and bottom lines but also has risks. To help better manage these risks, 16 members of the Forbes Business Development Council share their experiences. Enjoy.
Building Relevancy For Your Buyers By Tailoring The Sales Message
Forbes
August 16, 2021
Enterprise buying groups are getting larger, which is lengthening sales cycles. Gartner reported in 2018 it’s not uncommon to see just over 10 buyers involved. This requires sellers to tailor their sales message for different buyers. Tailoring the message helps buyers better understand how a proposal meets company-wide goals, and also their individual requirements.
Always Tell Your Customer Something They Don’t Know
Finlistics
July 08, 2021
Buyers are busy. They don’t always have the time or perspective to get the big picture on trends—but as a seller, you do. You have the opportunity to gain your customers’ confidence by researching their market and telling them something they don’t already know.
How Much Do Buyers Want to Know from Sellers?
Finlistics
July 08, 2021
What executives want to know is straightforward, but so often missed: they want to know the value your solution will provide. They want to know the risks involved in its implementation. And they want to know the business outcomes they can expect to see.
To Succeed in Sales, Start Thinking Like an Executive
Finlistics
July 08, 2021
As this story shows, to sell to executives, you must think like an executive. You need to tailor the message of the business and financial benefits of your solutions in a way that addresses their needs, interests, and issues—not yours—and gains their trust.
The ABCs Of Helping Your Sales Force Sell To Customer Executives
Forbes
March 31, 2021
Enterprise sellers are striving to call higher up the executive ladder and engage with new buyers. They are driven in part by increasing spend outside of traditional buying centers and the expanding size of buying groups. The challenge is many buyers believe sellers don't understand their business. In fact, Forrester found in 2015 that almost 80% of executive buyers surveyed share this belief. This article provides a framework for making sellers more relevant to executive buyers.
Curing Sellers' Fear Of Finance
Forbes
March 18, 2021
Knowing a customer’s financial performance is a critical component of selling up the ladder. Yet, a recent survey by my company and our partner revealed that 23% of the 56 sellers, sales managers and company founders surveyed believe they understand their customers’ financial performance very well, while 32% believe they're making some progress on that front, and 45% believe their understanding needs significant improvement. Meanwhile, CSO Insights research found that one of the top attributes buyers want from sellers is to understand their business and know them.
16 Critical Strategies For Enabling 'Problem-Centric' Selling
Finlistics
July 21, 2020
Sales & Marketing are always looking for new ways to better connect with client executives. Explore ideas from 16 professionals from Forbes Business Development Council on how to adopt a more "problem-centric" approach. Enjoy
14 Sales Hacks To Maximize Each Prospect
Finlistics
June 30, 2020
Explore sales hacks from 14 business development experts that help sales professionals maximize the ROI on time spent with prospects and clients. Enjoy!
Overlooked Business Development Strategies
Finlistics
June 09, 2020
You owe it to your top-line to explore these 14 recommended business development strategies from members of the Forbes Business Development Council. Enjoy.
Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact
Lioncrest Publishing
June 25, 2021
You have a vital mission as a sales professional: to generate revenue for your company and ensure its continued success. But in today’s selling landscape, buyers are more educated than ever. You need a way to cut through the noise and navigate new complexities.
In Insight-Led Selling, Stephen Timme and Melody Astley introduce you to a sales method that stands the test of time. Insight-Led Selling is an approach that provides practical ways to:
· Adopt an executive mindset by learning how your buyers think.
· Build credibility by developing financially driven points of view.
· Communicate with impact by speaking your buyer’s language.
You’ll hear from top executives from companies like AT&T, Coca-Cola, and Georgia Pacific as they share their expectations of the sales professionals vying for their business. Whether you’re new on the job or a seasoned seller, this book is your first step toward sustainable success.
inListics Solutions is a B2B sales leadership company that promotes insight-led selling. FinListics enables B2B sales professionals elevate their sales to the C-suite.
FinListics provides an end-to-end solution — combining industry-specific hands on education that explains the “how” their solutions deliver business benefits with the analytics that show the “how much” are the financial benefits — FinListics equips sellers to position their solutions in the terms of the decision maker’s bottom line.
With decades of experience and expertise, FinListics helps sales professionals close larger deals quicker through proven selling techniques, quality sales intelligence, and tools to map their solutions to clients’ goals, strategies, initiatives and key financial and operating metrics.
FinListics is used by thousands of sellers in more than 30 countries worldwide.
Customer Insight-Led Selling
YouTube
November 19, 2023
Dr. Stephen Timme joins me to share his ideas around this subject. Stephen is the founder and president of FinListics Solutions (http://www.finlistics.com/). He is also the co-author of the Amazon Best Seller, Insight-Led Selling; Adopt an Executive Mindset; Build Credibility; Communicate with Impact. Before founding FinListics, Stephen was a Professor of Finance at Emory University and several other universities.
Episode 2: Bridging the Value Gap
YouTube
October 10, 2023
In this value coffee talk we interview Dr. Stephen Timme, a longtime value entrepreneur, discussing the growing shortfall perceptions, and how to best bridge the Value Gap for competitive advantage.
Standing Out - Episode 175 with guest Stephen Timme
YouTube
November 02, 2022
Learning sales is one skill, but writing books about sales is a whole other level of understanding, and that’s what Stephen Timme is all about. Join us on Wednesday at 10:30am CT for Episode 175 of Standing Out as we talk about his sales career, why he started writing sales books, and what is the future of sales?
Scale Your Sales #145: Dr. Stephen Timme - Become Your Customer's Trusted Advisers
YouTube
July 11, 2022
In this week's episode of the Scale Your Sales podcast, my guest Dr Stephen Timme discusses how they assist businesses in using their business and financial insights to increase the top line.
Communicate with Impact, Insight-Led Selling - Outside Sales Talk with Stephen Timme & Melody Astley
YouTube
May 25, 2022
Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics’ Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.
EP 127 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
YouTube
May 03, 2022
In this episode, we discuss the need for technology sales teams to adopt an executive mindset and learn to communicate value rather than features. We also explore the challenges of selling a value proposition around strategic objectives rather than improvement of hard KPIs that can be qualified in a business case.
Insight selling: How to increase pipeline with powerful financial analytics
YouTube
March 21, 2022
Enterprise sellers today face many challenges like 1) 70%+ of executive buyers believe they don’t understand their business, 2) buying groups are getting larger, and 3) many sellers don’t know how to align their solutions to customers’ goals and strategies. Dr.Stephen Timme the president and founder of Finlistics shares how he and his team are able to address these questions to drive B2B sales and business growth in a way that is relevant to buyers.
Lessons Learned from Insight Led Selling - Dr Stephen Timme & Melody Astley - INSIDE Inside Sales
YouTube
August 25, 2021
In this episode of INSIDE Inside Sales, Darryl is joined by the two authors of “Insight-Led Selling”, Dr. Stephen Timme and Melody Astley. Darryl, Stephen, and Amy discuss how you can develop an executive mindset and communicate with greater impact. They also lay out how you can build credibility by developing financially driven points of view.
Crafting Superior Customer Journeys with a Chief Value Officer - Part Deux!
FinListics
November 08, 2023
The journey continues with "Crafting Superior Customer Journeys with a Chief Value Officer – PART DEUX!" It’s time to change the way you approach customer journeys and value management.
This interactive webinar will build off the momentum of the value framework established in part one, following up with practical applications.
Genius Drive founders and value experts Tom Pisello and April Morley will be joining FinListics' Founder and President, Dr. Stephen Timme to help you revolutionize your customer experience strategies.
Tags: Customer Experience, Sales, Business Strategy
Crafting Superior Customer Journeys with a Chief Value Officer
FinListics
September 13, 2023
Join us for "Crafting Superior Customer Journeys with a Chief Value Officer," where industry experts from Genius Drive and FinListics will share invaluable insights to revolutionize your customer experience strategies.
Tom Pisello is a founder, CEO, speaker, and author with over 25 years of experience in value marketing and selling, sales enablement, and go-to-market strategy. Alongside Tom is April Morley, a founder, thought leader and innovator, with over a decade of experience in value selling and engineering, having designed, launched, and scaled a global value engineering program for a Russell 2000 analytics software provider. They will be joining forces with FinListics' Founder and President, Dr. Stephen Timme, to take you on a transformative journey. Together, we'll dive into the challenges of current value management approaches and explore the power of a customer-centric focus throughout the entire customer journey.
Tags: Customer Experience, Sales, Business Strategy
Customers Have Shifted Gears: Are You Still in the Race?
FinListics
July 19, 2023
The old model of selling “Feature & Function” no longer works when it comes to ever-expanding buyer groups who are already far down the buying journey and much better informed. This enlightening webinar is here to make sure you’re ready to meet them at the end, not just chase them down the road.
Enhancing Cash Flow by Making the Financial Supply Chain Management Connection
YouTube
June 02, 2023
Supply chain management is a critical part of managing financial performance and ultimately returns to investors. Unfortunately, in many companies supply chains are not optimal, preventing them from reaching their full potential. This can be due to a variety of factors, including poor visibility, siloed data, lack of real-time data, and local vs. enterprise optimization.
Watch this on-demand webinar to learn about a framework for supercharging your supply chain and improving your financial performance.
We’ll explore how to define your North Star; estimate cash flow benefits from achieving best-in-class in operational areas like:
- capacity utilization
- cost of manufacturing & distribution logistics
- creating & operationalizing a supply chain management transformation plan.
Join Thinkers360 for free! Are you a Reader/Writer, Thought Leader/Influencer (looking to increase your earnings), or an Enterprise User (looking to work with experts)?
Future-Proofing Enterprise Sales: Engaging the Hybrid Buyer
Redefining Enterprise B2B Sales with Hybrid Selling
Elevating Enterprise Sales from Product-Centric to Value-Driven
Six Steps to Curing a Seller’s Fear of Finance
Tailoring the Sales Pitch
From Selling to Partnering: Elevate to Value-Based Selling
Transform B2B Selling with Strategic Customer Journey Mapping
5 Features of Pre-Sales Platforms to Improve Conversions
3 Steps To Customer-First Enterprise Account Planning
A 5-Step Guide To Building An Outside-In Enterprise Account Plan
A Seven-Step Guide To Building A Customer-Focused Industry Sales Playbook
Selling To Private Companies Using An Insights-Led Selling Approach
3 Types of Risk That Exist Across Industries
16 Critical Elements When Navigating A Business Acquisition
The Cure to Sellers’ Fear of Finance
Building Relevancy For Your Buyers By Tailoring The Sales Message
Always Tell Your Customer Something They Don’t Know
How Much Do Buyers Want to Know from Sellers?
To Succeed in Sales, Start Thinking Like an Executive
The ABCs Of Helping Your Sales Force Sell To Customer Executives
Curing Sellers' Fear Of Finance
16 Key Steps To Better Business Decision Making
16 Critical Strategies For Enabling 'Problem-Centric' Selling
14 Sales Hacks To Maximize Each Prospect
Overlooked Business Development Strategies
Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact
FinListics Solutions
Crafting Superior Customer Journeys with a Chief Value Officer - Part Deux!
Crafting Superior Customer Journeys with a Chief Value Officer
Customers Have Shifted Gears: Are You Still in the Race?
