At 2BSalt Financial Engineering, our goal is to be the leading business and finance consulting partner for our clients. We are dedicated to helping you fully understand the business implications of your technology decisions. Our services are designed to empower you to reach your objectives with confidence. By going beyond traditional financial consulting, we aim to leave you better equipped, more confident in your strategies, and inspired with fresh ideas and insights.
Analysis of Strategic Purchasing Decisions in Technology
The sentiment “No one ever gets fired for choosing the status quo” is often used to justify avoiding changes in technology solutions, as buyers fear that new products could lead to worse outcomes. To address this, buyers seek advice from experts to understand the true cost of inaction and develop strategies that align with their goals while improving company performance.
Business Value Selling with a Focus on TCO and ROI
Financial engineering and a focus on business value enable salespeople to close deals by providing the tools to articulate the financial benefits of their solutions. By quantifying total cost of ownership (TCO) and return on investment (ROI), sales teams can demonstrate their impact on a client’s bottom line, building credibility and aligning pitches with the specific needs of each prospect.
Sales Planning Strategy through Financial Engineering
Enterprise sales teams typically focus on convincing prospects that their solution is superior, but customers often resist being sold and prefer genuine solutions to their challenges. By developing the ability to analyze financial statements and business details, salespeople can address customers’ real problems and create strategies that bypass resistance.
Strategy for Developing a Business Value Team
Vendors create business value teams to improve sales effectiveness and address the evolving needs of enterprise customers by focusing on Total Cost of Ownership (TCO) and Return on Investment (ROI). These teams work closely with sales representatives to align offerings with customer goals, fostering deeper relationships and driving larger deals by emphasizing long-term value.