September 2005: Cidermill wins 'Financial Basics' training contract
Cidermill was selected to teach 160 commercial sales people at a major UK software company how to analyse sales prospects using the prospect's Annual Report. A second training module at the same training event showed the sales teams how to prepare a financial case for a sales proposal using discounted cash flow techniques.

The software company recognised that their commercial sales teams, including both account managers and pre-sales consultants, need to get closer to their customers. They organised two 'Applications Training' events to help the sales people raise their level of business awareness and competitive strength.

At each of the two training events Cidermill delivered two training sessions:

• Financial Basics: 'How to Understand a Company's Annual Report'
• Value: 'Preparing the Financial Case'

Traditional sales methods focus on deep technical understanding of the software being proposed, and too little on understanding the prospect's business. Reaction to the Cidermill sessions was very positive; with basic financial knowledge the sales teams gained the confidence to open meaningful 'business' dialogue with their prospects.

Similar training services are available from Cidermill for other companies.
For more information contact Cidermill Consulting today. Either send us an email or call us on +44 (0)1386 840277

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