Brief: Selling to the CFO
The vocabulary of finance is different from that of operations or IT. Sales professionals need to be prepared for this dialogue and make a compelling case to the CFO.
In Richardson Sales Performance’s brief, Selling to the CFO, we break down the three factors that sales professionals need to consider when talking to the CFO.
- 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
- How to become an “insider” in the budgeting process