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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 TimmePoints
Academic0
Author76
Influencer29
Speaker0
Entrepreneur20
Total125

Points based upon Thinkers360 patent-pending algorithm.

Thought Leader Profile

Portfolio Mix

Company Information

Company Type: Company

Areas of Expertise

Fintech 32.38
Marketing 31.83
Sales 51.04
Leadership 32.36
Business Strategy 33.47
Customer Experience 30.06

Industry Experience

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Publications

16 Article/Blogs
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.

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Tags: Leadership, Sales, Business Strategy

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.

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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.

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Tags: Leadership, Sales, Business Strategy

The Cure to Sellers’ Fear of Finance
Finlistics
August 24, 2021
When we talk to salespeople about finance, we like to start the conversation with the question “How many of you took finance in school?”

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

16 Key Steps To Better Business Decision Making
Finlistics
July 28, 2020
Explore 16 Key Steps to Better Business Decision Making based on experiences by members of the Forbes Business Development Council. Enjoy.

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Tags: Leadership, Sales, Business Strategy

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

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Tags: Leadership, Sales, Business Strategy

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!

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Tags: Leadership, Sales, Business Strategy

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.

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Tags: Leadership, Sales, Business Strategy

Making Proposals Personal With Executive Compensation
Forbes
May 20, 2020
A critical component in developing comprehensive client insights in your proposals is knowing how a client’s executives are compensated. Yet in my experience, most strategic account managers and sellers do not use executive compensation in their sales process. In this article, I’ll explore several dimensions of executive compensation:

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Tags: Leadership, Sales, Business Strategy

Metric of the Month - Selling, General and Administrative (SG&A) as a Precentage of Revenue
Finlistics
August 26, 2017
This month we are talking about selling, general and administrative expenses. If you have clients in industries like retail, wholesale, or manufacturing, you doubt hear this term frequently – but how is it really measured and why is it meaningful? This Month’s Metric – Selling, General and Administrative (SG&A) as a Percentage of Revenue.

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Tags: Leadership, Sales, Business Strategy

1 Book
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.

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Tags: Leadership, Sales, Business Strategy

1 Founder
FinListics Solutions
FinListics
January 01, 1992
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.

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Tags: Fintech, Marketing, Sales

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