To move forward with a purchase, the CFO must see economic value in the solution.
In Richardson’s latest brief, Selling to the CFO, we break down the three factors that sales professionals need to consider when talking to the CFO. We look at:
How to build credibility by anchoring expectations to a range of outcomes
How to use ROI measurements to reinforce the value message
How to get involved in the budgeting discussion early in the sales cycle
About the Author
Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.