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Brief: Selling to the CFO

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In the final mile of the sales cycle, sales professionals must help the customer make a compelling case to the CFO. In Richardson’s 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 use comparable results to legitimise the solution’s value, How to address the CFO when ROI measurements don’t apply to the solution, and How to become an “insider” in the budgeting process.