Bill and Bryan are joined by Kevin Koharki, an accounting professor at Purdue University who specializes in teaching sales professionals how to speak the language of finance. Kevin shares his unique journey from investment banking and now helping sales teams worldwide understand how to communicate financial value to CEOs and CFOs.
Learn the difference between gross margin and operating margin, why "payback period" isn't enough for most B2B sales, and how to shift conversations from simple ROI calculations to total cost of ownership discussions. Kevin breaks down complex financial concepts into digestible insights that any salesperson can use, regardless of their accounting background.
Whether you're selling software, heavy equipment, or professional services, this episode will help you speak your buyer's financial language and position yourself as a strategic partner rather than just another vendor.
Connect with Kevin at caecoach.org or find him on LinkedIn to learn more about his tailored financial training programs for sales teams.
Be sure to join our LinkedIn group: http://advancedsellingpodcast.com/linkedin
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