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March 2006: Cidermill brings financial training to Oracle sales teams in Italy
Following a successful series of training events for Oracle UK, Cidermill was invited
to help the Oracle Applications Sales teams in Italy learn some basic financial
techniques. As for the UK last year, two training sessions included:
- 'Understanding a Company Annual Report'
- 'Presenting the Financial Case for a Project'
Many sales teams find it difficult to analyse the financial sections of a customer's
(or prospect's) Annual Report. Yet a typical annual report from a large company is
packed with extremely useful information to help a sales team prepare a persuasive
campaign. The first Cidermill session explained a route through the Profit & Loss
Statement, Balance Sheet and Cash Flow Statement to help identify opportunities. As
always, financial numbers from real Italian companies were used to illustrate
the important points.
To present an investment opportunity requires sales teams to demonstrate the likely
Return on Investment (RoI); since most major IT projects will involve spending
beyond a single year and will expect to yield benefits over several years, customers
expect to prepare a Discounted Cash Flow (DCF) forecast. Sales teams need to understand
how to prepare a DCF plan, and the second session helped them learn how.
It is never easy
to assess the value of customer benefits, and invariably requires detailed dialogue
with the customer | the Cidermill session fitted well with a new service from Oracle
which enables a customer to put an accurate value against expected
benefits, using real parameters from the customer's business financials.
Despite the challenges of following a presentation in English, the Oracle teams found
both sessions highly relevant and they learned to apply the basic financial analysis
to their own customers.
If you want to know how Cidermill Consulting could help your sales teams learn basic
financial skills, contact Cidermill Consulting today.
Either send us an email or
call us on +44 (0)1386 840277
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